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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FOREWORD
In July 1998, I was appearing as a panel member at a national conference on sales management. A member of the audience posed the first question: ''I'd like to ask each of the three panelists which, in their opinion, is the best book on sales compensation?'' The panelists, who were all leading figures in the sales performance field, looked at one another uneasily. ''There's not much out there,'' said the first. ''Um . . . I think I'll pass on this one,'' said the next. Then it was my turn. ''A good book on sales compensation? There's no such animal,'' I had to admit. ''Everything I've read is impractical, overcomplicated and—well—out of touch with how selling is changing.'' The questioner was clearly dissatisfied with our answers. ''It's ...
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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.