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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How to Help your Company Make the Transition from a Failed Plan to a New Plan
Companies that make the transition from a failed plan to a new plan successfully do at least four things well.
1. Determine the Aspects of Sales Compensation That Are Not Working and Why
Before changing the sales compensation plan, management first looks for symptoms of the sales problem. Of those symptoms, management determines which ones are attributable to the compensation plan and which ones to something else. For example, one symptom may be excessive churn. Will the sales compensation plan help the company retain customers? Not if they are leaving because of poor product quality, late shipments, or inferior after-sale service. In this case, changing the compensation ...
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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.