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Salesforce Overcompensation

August 10, 2005

A wholesaler-distributor of janitorial supplies had just gone through a management succession where the son had taken over from his father as president of the company. The new president had been in the business as long as he could remember, holding, at one time or another, nearly every job within the company.

The job he enjoyed most was that of outside sales representative. Being out of the office, meeting with customers and helping them solve their problems was appealing, as were the challenges of balancing the expectations of customers, vendors and the company.

His years as an outside sales representative proved to be valuable after he became president, because one of the biggest challenges he had inherited from his father was dealing with a clearly overpaid ...

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