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

Summing Up

More and more companies are changing the ways they do business with customers. Increasingly, those changes include a broader role for the sales support employee when he or she is interacting with customers. This is particularly true in companies where sales support staff positions are assigned responsibilities for customer retention duties.

Generally speaking, top managers, sales executives, and human resources professionals do not agree when it comes to including sales support positions in the sales compensation plan. Our experience suggests that the reasons for not including these positions in the plan are often rooted in old ways of doing business, outdated perceived notions about the role these jobs play in contributing to sales ...