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 4
Why Job Content Drives Sales Compensation Design
Job content drives sales compensation design. While industry practices, motivation theory, and company philosophy play contributing roles, the design of a sales compensation plan reflects the type of sales job it supports. In this chapter, we will examine why job content drives sales compensation design. We will look at how different job components combine to form different sales job types. We will then present an inventory of sales jobs. Next, we will look at sales job design errors and how they have a negative impact on sales compensation plan effectiveness. Finally, we will provide examples of sales jobs and their supporting sales compensation elements.
JOB CONTENT DRIVES SALES COMPENSATION ...
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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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