June 2001
Intermediate to advanced
416 pages
11h 28m
English
book
Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment
by Jerome A. Colletti, Mary S. Fiss
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When to Include Support Jobs in the Sales Compensation Plan
We are often asked to help companies decide whether or not to include sales support jobs in the sales compensation plan. Often, at the outset of a conversation with sales managers, human resources professionals, or both, we are told that they have concluded that their sales support staff jobs should participate in the plan. However, either the business general manager or the corporate human resources executives will say, "But these jobs aren't sales jobs, so why should we approve their participation in the sales compensation plan?" And so the debate begins about whether or not to provide an incentive pay opportunity for sales support jobs.
In Chapter 4, we provided a decision tree that ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.