Independent sales organizations interested in hiring merchant-level salespeople should create a single, straightforward plan to present all candidates, Matt Clyne, senior vice president of McLean, Va.-based Sage Payment Solutions, said last week during the Midwest Acquirers Association Conference in St. Louis. "ISOs have to be able to sell comp plans to merchant-level salespeople because there are lots of ISOs looking for agents," he said. Smaller organizations creating their first compensation plans should partner with a consultant to develop the plans, added Curt Hensley, president and CEO of Phoenix-based CSH Consulting Inc. "Spending money upfront to define a plan is good for a young ISO," he said.

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