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

There is a case to be made for reps wanting to stay within their comfort zone—which is human nature—and concentrate on big ticket sales as opposed to carving out time to explore digital applications. Dave Gilson, owner of Grand Rapids, MI-based Gilson Graphics, points out that for a sales rep to sell more meaningful work beyond non-variable, short-run commercial work, it takes a digital savvy sales rep who sees the value in offering these services.