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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Phase C. Identify Performance Measures
All phases and steps in the process of designing sales compensation programs revolve around one simple axiom: You get what you pay for. Defining appropriate performance measures and confirming the company's ability to track and credit results are critical success factors. Here is a summary of the two steps in this phase of the process.
Step 6. Identify Performance Measures
Chapter 5 describes in detail the process for selecting performance measures and the importance of establishing measures that are aligned with the job and with the company's requirements. Selecting and defining performance measures should include all the details management will require in order to track and measure success effectively ...
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