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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Summing Up
Sales compensation should not define the sales job, nor should companies use it to manage the salespeople. Sales compensation, however, must be linked to the company's sales roles, and when the company redefines (or creates) sales jobs, it should also change the sales compensation plan.
Linking compensation to new sales roles requires a focused, disciplined process that is completed by team members with the skills and knowledge to align the program with the new job and with marketplace and company expectations. The process that links compensation to the new sales roles has ten steps that involve four phases: clarifying the sales strategy, determining the financial requirements, identifying performance measures, and formulating 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.
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.