One of the most common questions we hear during consultation involves compensation for owner/producers, existing producers, and new producers. The principal question is how much and how to pay for production that compensates salespeople fairly and gives them incentives for continued growth.

The answer is complex because the same compensation models don't fit all producers.

There are still those who believe that something will stick if you toss enough stuff against the wall. John Graham believes that we fail to ask ourselves the right question, the one that defines the marketing and sales mission.

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