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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