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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Five Reasons Why Sales Compensation Plans Fail
Experience shows that as the sales organization grows revenues and profits, the management challenges also grow. We have conducted considerable research involving many industries to identify the challenges management faces in sustaining productive, high-performing sales organizations.[3] Of particular interest to us has been the role that sales compensation plays in contributing to and sustaining sales force motivation and productivity. We find five indicators that suggest that a sales compensation plan is slipping into ineffectiveness. Let's consider these indicators relative to the situation that Hal Jones finds himself in at Perfect Flap Envelope Company.
1. The Sales Compensation Plan Does Not ...
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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.