| Marketing Strategy Emphasis | Compensation Emphasis | Illustrative Measures |
| Survival. Revenue. New Accounts | High-risk Straight Commission Frequent Payouts | Percentage of Revenue Percentage of Gross Margin New Account Incentive |
| Protect Base Revenue Growth | Salary/Commission High-Risk Frequent Payouts | Percentage of Revenue Percentage of Revenue in Relation to Quota |
| Manage Accounts Secure New Accounts Broaden Penetration | Salary/Incentive Moderate-Risk Commissions on Selected Products/Markets | New Account Incentive Incentive on Revenue as Percentage of Goal Percentage New-Product Revenue |
| Sustain and Solidify Existing Relationships | Salary/Incentive Low-to-Moderate Risk Account Management | Account-Specific Longer- Term Goals as Well as Current Revenue Goals |
| Develop Customized "Solutions" for Customer Needs | Salary/Incentive Infrequent Payout Project Focused | Percentage of Expected
Project Profit Account-Specific Goals "Milestone" Goals |
For more information contact John G. Brau, SPHR at: JohnB
Go to the new Quorum web site.