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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Preparing for the Evaluation Process
Evaluating the effectiveness of the sales compensation plan is an ongoing process. The team or individuals charged with implementing the evaluation procedures should prepare an interim analysis and a complete evaluation at the end of each performance period. For example, if the company has implemented an annual quota-based bonus with quarterly payouts, the team should complete an evaluation annually with interim (quarterly) analyses.
The first task, of course, is to confirm what, exactly, the evaluation process should accomplish. Typically, an evaluation includes examining the plan's alignment in three areas:
Business objectives: the extent to which the plan performance measures and mechanics support corporate ...
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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.