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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Using the Five W's to Get Results:A Case Example
We assume that your goal in reading this book is to learn how your firm can improve its business results by better understanding how to relate compensation to new sales roles. Because companies are in different phases of the business growth cycle, it is instructive to use a case example so that we have a common information base to which to apply the five W's. For this, we are going to use Silver Arch Forms Enterprises (a fictitious name but a real company) to illustrate how both the Sales Strategy Matrix and the five W's can help you describe new sales roles in your company.
The Sales Challenge
As he looked out across the desert horizon from his Phoenix sales office, John Stevens, vice president ...
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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.