How to Match Sales Manager Jobs with the Right Compensation Plans

Sales manager jobs are situational. The type of selling resource (fieldbased sales representatives, dealers, telesales representatives) and top management's expectations of sales managers in the sales process largely determine how a company defines and, in turn, staffs a sales manager's job. To attract and retain qualified individuals for the sales manager's job, the compensation plan must be consistent with the job's role. We visit many companies where the sales manager's role is changing or has changed while the compensation plan has remained the same.

To illustrate the need for different sales manager compensation plans, it is helpful to use the three sales manager roles we ...

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