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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Four Performance Benchmarks for Evaluating Sales Excellence
CPR metrics are quite helpful to top managers who are charging a sales organization with a leadership message. However, as one of our clients is fond of saying, "CPR isn't granular enough to provide specific direction in the individual selling effort." Often you need another level of detail, one that specifies the exact performance measures that could be associated with C, P, and R. Performance measurement, particularly for new or changed sales roles, includes selecting the best measures to evaluate sales results, defining expectations (e.g., quotas and goals), and tracking actual accomplishment. As we saw in the company situations at the beginning of this chapter, selecting the most ...
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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.