George Crump

Change is challenging, tricky and something that is often met with much resistance.

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