Why the big difference between 2004 and 2006 on the Deloitte survey results?
In 2004, we conducted the survey at the onset of the last expansion. We were coming out of the Sarbanes-Oxley/Enron world then, so folks were still not as happy with the results they were getting. In 2006, the economy was in the midst of the expansion that was on a fairly predictable path upwards. We think that accounts for much of the improvement in the responses. Ironically, there didn’t seem to be one big item that suddenly got a lot better in terms of cost, plan design or the like; in fact, some of the same concerns around the sales force meeting their goals, plan costs, and properly rewarding top performers, and simplicity were visible then, just as they are now. Mostly it seems like it was the mood of the time. You said that setting quotas in 2009 will be an interesting exercise. Is that because you think they will be lower than expected or higher than achievable? It has been at least five of six years since we’ve been this uncertain about where the marketplace will go. So we exp
