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

ACKNOWLEDGMENTS

The premise of this book—that companies need to compensate employees differently when those employees are assigned a new sales role— may appear to be splitting hairs when compared to other changes taking place on the business landscape. Yet we have observed firsthand many, many businesses that are underachieving—sales lower than forecast, profitability less than last year's, higher-than-industry-average customer defections—because the way they pay employees to interact with customers is out of sync with their business objectives. We said to ourselves, there's an opportunity here to tell the story of how successful companies pay employees when they assign them new sales roles. Fortunately, in Ellen Kadin at AMACOM books, we found ...