Compensating Presales Jobs

For years, many companies have included presales jobs in the sales compensation plan. This is especially true in companies that are engaged in business-to-business selling of complex or technically sophisticated products, services, or solutions. For some of these companies, providing an incentive pay opportunity to the sales support jobs has given them both a competitive advantage in the labor market and the successful market message of customer-centered sales processes. Consider these two examples.

Medical diagnostic equipment manufacturer. This company sells test kits and analyzers to hospitals and free-standing laboratories. The sales process focuses on long-term, repeat business with named accounts, and focused ...

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