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 14. FUTURE CHALLENGES
''The hardest work is figuring out what to do in a world of infinite choice.'' [1] This quote, from Bill Jensen's book Simplicity, accurately describes the challenge we faced as we wrote this chapter. To increase a company's return on its investment in sales compensation, it often appears that there is a never-ending list of things that one could work on. Our objective was to narrow that list to a limited number of topics. The three topics we selected to focus on are the ones that we believe top managers should anticipate and address when working on compensation plans to support new sales roles.
For most companies, the essence of business success is the ability to attract, retain, and expand business with customers. ...
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