November 2017
Intermediate to advanced
352 pages
7h 57m
English
book
Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs, 3rd Edition
by David J. Cichelli
Content preview from Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs, 3rd Edition
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Chapter 12
Compensating the Complex Sales Organization
Large sales entities often deploy complex sales models to address unique customer coverage challenges. These sales organizations require well-coordinated and comprehensive sales compensation programs to effectively serve these distinct and unique coverage solutions.
Four major sales effectiveness principles drive sales force complexity:
1. Align sales resources around buyer segments. While operations within companies organize around product types, sales entities must organize around buyer populations. Customers’ needs drive sales organization design. For example, large customers typically need sales solutions that are different from small customers’ needs. Some customers require long sales ...
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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.