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
Content preview from Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling EnvironmentBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Chapter 4. A BLUEPRINT FOR LINKING COMPENSATION TO NEW SALES ROLES
Once management recognizes the company's need for new sales roles, it must redesign current jobs or create new ones. Doing so offers the company the opportunity to link the new jobs to the sales strategy. A key challenge in making that link, however, is how to modify or formulate compensation plans for those employees who must assume new roles or new jobs. It is always difficult to modify compensation for at least two reasons.
First, management has many different compensation alternatives, particularly in the incentive pay area, from which to choose. Developing the best plan requires specialized expertise in plan design and consensus among top managers on what behavior they want ...
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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.