How to Compensate New SALES Roles That Affect Existing Jobs

In Chapter 5 we described various new sales roles that were created as a result of adding to or subtracting from the responsibilities of a current role and sales roles that were new to the company. We identified the measures of success for each role, but we did not spell out the incentive formula. The next several pages will give you the materials you need to build your own designs to support these jobs.

Compensating for Added Job Responsibilities

In this situation, the traditional consumer service job has expanded, adding team selling responsibilities. The new job is a tele-account sales representative (TAR) responsible for making outbound sales calls to specified target accounts (small) ...

Get Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.