Motivate Sales Managers Even with the right amount of information there has to be an estab- lished balance between tactical and strategic perspectives to keep sight of the target issues and key problems. Balance is a learned behavior that keeps the sales manager from overreacting, from pondering the abstract at the expense of the concrete, or from liking the muck over the high ground. Imbalance impairs vision and poor vision can produce collisions. Compensating Sales Managers Jed has the right management people and he has a leadership structure that makes sense for his organization. The topic shifts to compensation and how to pay sales managers. There are a few universal rules that apply in maintaining sound pay practices. Always think total compensation. Pay is just one aspect of total compensation. Don't forget the total value of health, welfare, capital accumulation programs, and other non-cash components when establishing values for just one element.