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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Chapter 3. HOW TO ADOPT NEW SALES ROLES TO WIN AND RETAIN SATISFIED CUSTOMERS
Sales compensation plans do grow obsolete over time. Plan obsolescence is largely a function of the changes that take place in how customers buy or in the way they expect the purchasing process to work. This requires companies to rethink their processes for selling to and interacting with customers. This reexamination of the sales and customer relationship management processes often results in the company's defining and implementing new sales roles.
When a company wants to increase sales productivity and effectiveness, we encourage management to think first about the experience customers would like to have at the beginning of the buying process, during the sale, and ...
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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.