Chapter 7. COMPENSATING TELECHANNEL JOBS
In Chapter 6 we described the elements of an effective sales compensation plan for new sales roles. We illustrated how to apply the design elements to sales jobs with added or subtracted sales responsibilities and to sales jobs created where none had previously existed. Now we turn our attention to an in-depth discussion of compensating new or changed roles in various functions that are involved with sales (Chapters 7 and 8) and in particular selling situations, specifically large sales (Chapter 9).
In this chapter, we discuss the role of the telechannel in the sales and customer relationship management (CRM) processes and provide examples and principles of how to compensate the different types of telejobs. ...
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