Insights into the forces shaping our industry.

Q: Hi Prudence, I’m looking to make an offer to a sales rep who’s telling me that his commission program is worth up to 100 percent of his salary. The problem is that two months ago I hired someone from the same company in the same role and her commission program was worth 20 percent. We really like this guy but these numbers are really far apart and my boss is questioning his integrity, what would you do?

A: My advice would be to ask him for a copy of his offer letter or commission plan along with a copy of last year (or last two years) W2s. This is something that I use and is SOP for many of my clients. That way you either know he’s on the level, or you know he’s not…either answer has value in his fit in your organization.