Five Key Lessons for Successfully Selling Large Deals

The Honeywell and RSNA cases illustrate the different approaches these two companies took to compensating the new sales roles involved in their large deal sales. As with many companies, there were unique aspects of each business that contributed to the conclusions Honeywell's and RSNA's top managers reached about the actions that were required if the company was to be successful with large deal sales. However, we believe that five lessons can be learned from these two cases and that those lessons could be applied to your business. The five lessons are:

  1. Successfully selling large deals is the result of a change in sales strategy. At the heart of this change is a belief that a company's growth ...

Get Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.