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 Environment
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How to Create a Successful Sales Compensation Design Team
Traditionally, companies have charged human resources or sales administration with the task of designing and implementing the sales compensation program. As new sales roles are defined, however, companies are finding that a team approach to sales compensation design is critical to plan success. Table 4-2 includes the menu of participants in the optimal design team. As you can see from the menu, a cross-functional team is ideal for developing a plan aligned with the new sales role(s) and company objectives, one that is legal and equitable, and can be administered.
| Function | Role |
|---|---|
| Customer service | Headquarters and field management
Ensure that the ... |
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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.
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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.