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

Compensating Newly Created Sales Jobs

In Chapter 5 we described an office supply products company that introduced an account sales representative role into the organization for the first time with a focus on acquiring and retaining business-to-business customers. In the past, the company had worked successfully through retail outlets, but it had determined that a new job was required to attract business customers—those who would buy directly from the company rather than through retail transactions. Business customers would order through a customer service department located in the retail outlet, which would save the company the enormous cost of developing a new distribution system. At the same time, the retail store would now need to stock to ...