SPECIAL REPORT VARIABLE DATA PRINTING -- Compensating Digital
For printers that are getting into the digital/variable data arena, these two challenges are especially important. This article will address motivating employees to achieve specific goals through compensation plans.
First let's take a look at sales compensation plans. Sales commission and incentive plans have always been a challenge for the typical printer. And digital printers are no different. If your company has ventured into the digital arena from being a traditional litho shop, many of your salespeople may not be comfortable with or motivated for digital sales because the sales time is often longer and a single job is usually much smaller in price. "They're selling a service. . ." is usually how digital print shop owners describe print sales, "not a single job."