Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment

Three Key Elements of the Customer Relationship Management Model

When the customer relationship management model replaces the traditional sales model, the company has an opportunity to define and assign responsibility for the customer revenue stream throughout the organization. The model's three key elements include:

1. Access. Who or what resources should be used to reach customers? In the traditional sales model, the sales representative or the sales agent (e.g., dealers, distributors) is often responsible for identifying and targeting new customers. Many companies have discovered, however, that as their "sellers" become saturated with servicing current customers, their time and ability to find and sell to new customers diminish substantially. ...