During his first decade with Garden State Brickface, Windows & Siding, in Roselle, N.J., Doug Jimmink sold under seven different compensation plans. Jimmink, a 21-year company veteran who now heads marketing and sales, adds that when he joined Garden State, commissions were all over the map, ranging from 5% to 18%, which left some salespeople confused and skeptical about the system's fairness. More
In 1990, Don Strong started Brothers Strong, a house painting company, with his son Michael, in Houston. For Dennis Gehman of the $2.5 million design/build firm Gehman Custom Builder in Harleysville, Pa., the ideal annual growth rate is 20%. More
