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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Chapter 13. EVALUATING RESULTS UNDER A NEW SALES COMPENSATION PLAN
A large, well-known telecommunications company designed and implemented a new sales compensation plan to support its new customer-oriented field organization. As top managers described their experience with compensation plan design to us, it appeared that they had been very particular at every step in the process they used. It sounded like a model for a best-practices initiative. After two fiscal quarters of operating under the plan, however, the company was not reaching its business objectives. Concerned that it might have missed something in plan design or implementation, management ordered up a complete evaluation of the new plan. Virtually everything was analyzed over a period ...
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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.