Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment

PREFACE

Two years have passed since we wrote the first edition of this book. While that is not a very long period of time, a great many changes have taken place in business during those two years. The most notable, of course, is the impact that the Internet is having on the way in which business is done, both in the United States and around the world. Many experts believe that the Internet is changing the speed at which companies are doing business with their customers. We would certainly agree with that observation. However, we believe that the Internet's greatest impact on business is in how companies ''go to market''—that is, the sales channels that they use to reach, sell to, and interact with customers. Essentially, the Internet has motivated ...