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 D. Develop Program Details
At last, the up-front steps are done and you can get down to the real design of the sales compensation program for your new sales roles. Subsequent chapters discuss each step in detail; but it is important for the design team to realize that if the team has completed the first seven steps effectively, the last three steps should be slam dunks.
Step 8. Set Goals
Whether or not the program for your new sales roles includes a quotabased bonus, it is usually very helpful to set performance expectations. Goals may be established at an account, territory, team, or segment level and are based on the performance measure defined by the team. Chapter 5 describes various approaches to goal setting.
Step 9. Develop Incentive ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
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.