What Price Salespeople?

How well is your sales force paid? Too well? Not well enough? For a comparison, check out a just released report from Dartnell Corp. on sales-force compensation at companies with under $5 million in revenues. Senior reps make an average of $45,900 on $396,000 in sales, and a growing number of small companies use profitability (not just volume) to figure commissions. The 250-page report includes a host of stats, with breakouts by industry, and an excellent 100-page section on designing a compensation plan. $39.95 (800 621-5463)

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