Compensation Issues Remain

The April editorial column on sales compensation unleashed a torrent of responses, some of which we published in our June issue. Because of that response, we decided to revisit the topic in more depth for our annual compensation article, which appears this month beginning on page 24.

Our editors contacted respondents to the April editorial column, as well as respondents to a recent compensation survey, in order to get a variety of opinions on sales compensation. Not surprisingly, we found a wide range of opinions on such topics as sales compensation, accountability to management and account ownership.