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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Summing Up
No sales compensation plan is complete until the company evaluates it. Is it doing what you want it to do? If not, what should be changed? When evaluating a new compensation plan's results, senior executives focus on customers (are they buying more, are they buying our new products), internal financial results (costs, productivity, and profitability), and employees (are we able to attract, retain, and motivate sales and customer contact personnel). To evaluate a sales compensation program, there-fore, it is necessary to assess the degree to which the plan has supported and rewarded achievement in all three areas.
At the same time, it is not necessary to evaluate every factor affecting the sales organization. While managers may want ...
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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.