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

New Approaches to Compensating Nonselling Team Members

The sales teams and customer teams that many industries organize work with customers in a variety of situations. While the members of a sales team are, as the name implies, personnel in various types of sales jobs— sales product specialists, service sales specialists, account managers— the members of customer teams are frequently nonsales personnel. Research we conducted in 1996 among members of the American Compensation Association (private-sector member companies with revenues of $100 million or greater) showed that teams ranged in size from three to seventy members and included employees from sales, marketing, customer service, and technical support. Table 6-2 shows, for various industries, ...