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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ILLUSTRATIONS
Figure 1-1. Pattern of business growth.
Figure 1-2. Traditional sales model
Figure 1-3. Customer relationship management model.
Figure 1-4. Determining eligibility for incentive compensation.
Figure 2-1. How effective is your sales compensation plan?
Figure 2-2. Rewarding the sales force for satisfying the customers
Figure 3-1. Sales Strategy Matrix.
Figure 3-2. Horizontal and vertical ''slices'' of the Sales Strategy Matrix define ''new'' sales roles
Figure 3-3. Prevalent selling role combinations.
Figure 3-5. Relative compensation practices
Table 3-1. Blueprint for defining new sales roles: the five W's
Figure 3-6. Spectrum of the five W's
Figure 3-7. Sales Strategy Matrix customized to SAFE's sales opportunities
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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.
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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.