Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment

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 ...