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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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:
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 ...
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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.