June 2001
Intermediate to advanced
416 pages
11h 28m
English
book
Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment
by Jerome A. Colletti, Mary S. Fiss
Overview
With the explosion in Internet sales, organizations are frantically transforming their sales departments, adding new roles and redefining existing positions, to capture a share of this lucrative new market. This second edition of the landmark Compensating New Sales Roles explains:
How to identify and establish the sales roles an organization needs to turn in double-digit growth on a continuous basis
How to design and implement a compensation plan that directs, motivates, and rewards employees who perform effectively--regardless of sales channels
How to compensate sales staffs in telesales and teleweb operations--the fastest growing fields of selling
Packed with updated tips, tools, and examples, along with a new focus on online selling opportunities, this is an essential guide for human resources/compensation professionals, business owners, and sales executives.
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