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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Six Examples of How New Sales Roles Affect Performance Measurement
To put into perspective how a new or changed sales role alters the use of performance measures, we have selected some representative examples:
| Sales Role Change | Illustrations |
|---|---|
| Sales responsibilities added to a current job | #1: Team selling role added to a field sales representative's responsibility #2: Team selling role added to a telesales representative's responsibility |
| Sales responsibilities subtracted from a current job | #3: Field sales representative redirected to call on only named accounts; gives up responsibility for small accounts to telesales #4: Field account executive redirected to function as an account business manager, focus on total business results, and provide access ... |
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