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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Four Tough Issues That Come with Sales Manager Compensation Plans
Regardless of the sales manager's role in your company, we believe you should be aware of the following four thorny plan design issues when you are changing the basis on which sales managers are paid.
Pay Differentials
While most companies have developed a base salary or total compensation program that provides increased earnings opportunities through career advancement, there is a broad range of practices related to pay differentials between the positions managed and the manager. For example, many companies' base salary programs have a 15 to 20 percent difference between the midpoints of successive salary ranges. An example of this might be:
Salary range A: $35,000 minimum / $50,000 ...
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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.