All Star Sales T eams To maintain market share in one area may produce a similar sales compen- sation value as increasing market share in another. In this way, the sales- person in the saturated market doesn't throw up his hands in defeat and the salesperson in the emerging market doesn't salivate over the wealth of prospects. Both will be compensated competitively and effectively for the changes they bring about. Only those changes will reflect the challenges they face and not an abstract "one size fits all" marker. In addition to sizing the challenges correctly, the sales manager's role is to staff both areas with the most suitable sales personnel. It is in staffing that individual situations come into play. It is in staffing where relationship building versus transactional selling is balanced. It is in staffing where ex- perience and skill is applicable. It is in staffing that the selling message, the measurement goals, and the talent are aligned. It Could Be a 4- or 40-Foot Fall Jed's company has developed and aligned its sales goals, its measures, and its staff deployment. They are ready for the coming sales year. They