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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Three Guiding Principles to Help You Address Future Challenges
In the quest for growth, more and more companies will continue to expand their business through organic growth, mergers and acquisition, or both. As a result, the sales organization—and, for that matter, all jobsinvolving customer contact—in these companies will experience frequent and continuous change. Mergers that have taken place in the pharmaceutical, software, and telecommunication industries, to mention a few, have fundamentally altered the way the sales organization does business with customers. After a merger, the sales organization is often characterized by a mix of globally and locally deployed resourcesfocused on meeting the shifting needs of increasingly complex customers. ...
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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.