Implementation, Job Definition
| Title: | Change Management Initiatives: Moving Sales Organizations from Obsolescence to High Performance |
| Publication: | Journal of Personal Selling & Sales Management, Spring 1997 |
| Synopsis: | Discusses change management initiatives undertaken by companies for the purpose of sustaining competitive advantage with customers and preventing sales force obsolescence. |
| Title: | Predicting the Long-Run Impact of a Contemplated Sales Force Compensation Plan |
| Publication: | Journal of Operational Research Society, 12/97 |
| Synopsis: | Methods for predicting the effect of compensation change. Very technical, includes Markovian model for predicting results of change. |
| Title: | More Than Sizzle |
| Publication: | LAN, April 1999 |
| Synopsis: | Pluses and minuses of a sales ... |
Get Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment now with O’Reilly online learning.
O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.