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

The Challenge of Selling Effectively at the "C" Level

One fundamental premise of direct selling is that sellers have to create value if they are to be successful in motivating a buyer to do business with their company. The opportunity to add value through the sales process varies from relatively little (the customer already knows how to make the purchase decision) to high value creation (the customer is making a strategic decision and is not familiar with all the options, is concerned about reducing risk related to making a bad decision, or both). To approach prospects and customers with an appropriate value proposition to do business, more and more companies are requiring their salespeople to use a sales model. The sales model mandates the type ...