Phase A. Clarify Sales Strategy

In Chapter 3, strategy, and then basing job definitions on the requirements for success in achieving that strategy. This process is the key to success in designing compensation programs to support the new roles as well.

Step 1. Confirm Business Objectives

The design process should begin by confirming the objectives the company has established. This includes both the "go-to-market vision" of the top executives and the financial objectives that the business must achieve for shareholders, partners, or other stakeholders. As Chapter 3 discussed, this leads to a definition of how the company will reach its objectives.

Step 2. Define Sales Strategy

The sales strategy is the key to unlocking the new roles required. A ...

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