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
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Four Telltale Symptoms that a Company Needs New Sales Roles
A company needs new sales roles when the salesperson, as a central point of contact, is no longer able to retain customers and grow the business with new customers. Rather than make a change simply for change's sake, what are the symptoms that tell managers they should be considering new sales roles?
1. Excess "Churn"
A company may need new sales roles because there is too much "churn," the number of customers or amount of revenue from current accounts that must be replaced every year for the business just to stay even. "As fast as we were bringing customers in through the front door," one sales executive told us recently, "they were going out the back." This is not uncommon.
When we ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.