Chapter 5. WHAT TO EXPECT AND HOW TO MEASURE SUCCESS IN NEW SALES ROLES
"If we can't measure it, it didn't happen." Frequently this is the motto of a work group charged with designing a sales compensation plan for new sales roles. While the statement may exaggerate a bit, it does clearly summarize the dilemma facing anyone charged with designing a new plan: What are the right measures of success for new sales roles? As Figure 5-1 shows, selecting performance measures is one of the critical steps in designing an effective sales compensation plan. Too often, plan designers attempt to address different—sometimes competing—views about how new sales roles are expected to operate by incorporating too many performance measures into the compensation ...
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