thanks for this article.
I sell software internationally into the European and Middle Eastern market and have been doing this as an agent for a european company since summer 2008 so almost 2 years. you are right in your assessement. My wearing so many hats in so many culture and so many times zones should be better rewarded, especially if one exceeds their target. Instead, my compensation is becoming less and more complex, no much of an incentive to continue and to be further motivated to sell for this company. As a direct result, I am now looking elsewhere with focus on north american companies.