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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Three Hurdles to Implementing New Sales Compensation Plans
Our experience suggests that top managers must clear three hurdles when they implement a new sales compensation plan to support new sales roles:
Resistance to the new sales roles
Lack of frontline sales managers' support for change
Objections to the new compensation strategy and plan
How to overcome these hurdles is best understood in the context of what is required for successful change management. Understanding those requirements makes it easier to anticipate the types of difficulties that often arise when you do something new or for the first time with the sales compensation plan.
Frontline managers usually understand that the company must cope with marketplace realities. Yet they and ...
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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.