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

Compensating Telesales Jobs

Telesales positions have changed substantially in recent years. Traditionally, telesellers have been associated with "quick hit" selling (those calls you get at 6 P.M. during dinner that "pitch" a new phone service, a vacation package, or any number of other "opportunities"). The explosion in e-commerce has forever changed the role of telesales. Customer expectations about being able to do business twenty-four hours a day, seven days a week, have created the need for several types of telesales roles. There are now at least three types of telesales jobs to consider when preparing a compensation plan for this role:

• Telesales, i.e., traditional positions with responsibility for direct sales

• Teleweb, i.e., positions with ...