Chapter 12. HOW TO INTRODUCE COMPENSATION PLANS FOR NEW SALES ROLES

Picture this: Joe Bates, vice president of sales for an $800 million office equipment company, steps up to the podium in the main ballroom of the Walt Disney World Hotel in Orlando, Florida, to address his sales staff of over 700 people. This is the last day of the company's three-day national sales meeting. During the meeting, Bates and his associates have presented a number of new marketing and sales programs, many designed to help the sales organization achieve its rather aggressive, although realistic, 22 percent sales growth goal. This morning's presentation, however, is the one the entire sales organization has been waiting for. It's the presentation on the "mother of all ...

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