I have been away a couple of weeks but I thought the original question was about developing an effective sales program. First sale rep. and management must establish an agree upon a realistic, achievable sales incentive program based not on revenue $ or volume but on profitable $ each rep. generates . (2) the sale rep.should get double credit for new profitable $s developed - this places emphasizes on new business. The profit $ approach forces both management and the sales force to focus on the more profiable product lines and the development of new business. I do hope MME's management is not nickel and dime-ing their sales force because they certainly took care of themselves in 1998 when the showed their interests by repricing options that were out of the money - that action was hard to believe as it is the most horrendous act any management could foster on its' stockholders.