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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Three Critical Compensation Challenges
There are at least three compensation challenges: eligibility, "at-risk" pay, and performance tracking. To develop a successful compensation plan, management must take all three into account.
Eligibility
Eligibility means that some people who had been paid strictly on a salary are now going to be eligible to participate in variable, incentive compensation. Typically, a larger number of employees are now eligible for incentive compensation because they have a role in the sales and customer relationship management process that they may not have had before. Or, if they had the role, it was never formally recognized and compensated.
This raises several questions. The biggest challenge is to determine who is ...
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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.