Duchene

Distributors talk about evaluating and compensating their sales representatives' job performances. These are penny-pinching times and, more than ever, sales professionals must go the extra mile to edge out competitors and convince customers to expend precious financial resources. So, just what is it that keeps printed products distributors going day after day? Here, 12 company executives—identified in the chart below— share their views on compensating, training and hiring. New Blood When it comes to hiring sales representatives, the consensus is that industry experience is a definite plus, although both Sherie Bartlett and Walt Smith observed that it isn't always easy to come by. Mark

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