Compensating Salespeople for Digital Jobs: Is This Still a Problem? Yes

"I think the root of the issue is that while owners aren't happy about the amount of digital print that's being sold, sales reps are hesitant due to the amount of the digital print sale," he says.

In addition to a motivating compensation plan, Farquharson believes sales reps need to be equipped with the proper tools to make their jobs as easy as possible, namely the applications and the vertical markets that can send them down the road to increasing the digital margin. Those companies still struggling with digital sales have likely not invested enough resources (namely time) into training and marketing.