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

How Sales Support Jobs are Critical to Effective Customer Interaction

Employees in sales support jobs participate in the sales or customer relationship management process but are not directly accountable for closing sales. As we have described previously (see Figures 1-3 and 7-6), the customer relationship management process is an end-to-end process that begins with identifying and accessing a potential customer, then proceeds to persuading the customer to buy. The customer fulfillment phase of the process is the beginning of an opportunity to demonstrate to a customer the company's commitment to service quality. For example, if the customer is pleased with the product or service purchased and has additional needs, the current supplier will be ...