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

Summing Up

Companies are changing the way they do business with customers, often redesigning sales and services processes to respond more quickly to customer requirements, and, as a consequence, the job of the individual seller is undergoing continuous change. Virtually no industry is immune, and new sales roles are emerging everywhere.

With these shifts are changes in sales compensation and the way companies use it to support and complement the role of sales. Virtually every sales executive we meet has concerns about their company's sales compensation plan, and incentive pay arrangements are a common thread.

Companies change their sales compensation plans more quickly than in the past because customers want different coverage, because markets ...