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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