Chase

What's in Your Wallet?
August 22, 2002

BFL&S talks to distributors about being compensated for their contributions to the value chain. Forget religion and politics. Money is the subject for stirring things up, especially when salesmanship is the source of that money. Consider the reader response to Editorial Director Bill Drennan's editorial in the April issue of BFL&S, which looked at Landy Chase's views on the questionable contributions of seasoned sales professionals. Comments ranged from relief that it was being addressed to outrage that it was even an issue. This is proof that sales is an elusive and hard-to-define craft. Not surprisingly, deciding how to compensate for the skill

Rid Your Team of Parasites
April 23, 2002

What do you call a tenured salesperson who makes a comfortable living generating business from existing accounts? If you're Landy Chase, you call that salesperson a parasite. According to Chase, a nationally recognized sales trainer and professional speaker, the parasite salesperson represents a difficult personnel problem. The parasite is usually a long-term employee with extensive print industry knowledge who has been a dependable producer in years past. However, this person has given up trying to grow a territory or market through new business development. Most companies are set up to reward this type of behavior. Compensation packages are structured according to volume, not new business activity.