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
Content preview from Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment
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Step 3. Monitor Employee Reaction and Business Results
We pointed out earlier that companies often wait too long to gauge the success of a newly implemented sales compensation plan. While it is true that it requires at least one full calendar (or fiscal) quarter before you can assess a new plan's financial impact, you can gauge the plan's motivational and behavioral impact much sooner. Within the first month after the company introduces a new plan, you should gather answers to the following questions:
Effectiveness Checklist: Successful companies prepare their managers to:
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