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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Eight Key Sales Compensation Terms and Definitions
Whether you are dealing with a current sales job that has a change in responsibilities or a completely new sales job, a sales compensation plan design requires you to make decisions about a number of key elements. Managers frequently debate sales compensation plan practices because there is no common understanding of what plan terms mean or how to apply the various terms and plan mechanics to particular sales situations. We believe it is helpful for top managers to understand plan elements, their key terms and definitions. The following are the eight most important features of any plan design (see Appendix A for a more complete glossary of terms related to compensating new sales roles).
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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.