Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment

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 ...