Compensating New Sales Roles
How to Design Rewards That Work in Today's Selling Environment
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|Format:||Hardback, 448 pages, 2nd Edition|
|Other Information: ||Illustrations|
|Published In: ||United States, 01 August 2001|
An updated edition of a book for sales managers and for compensation specialists. With a new focus on online sales, this comprehensive book explains how to design and implement a compensation plan that directs, motivates and rewards employees who perform effectively - "regardless" of sales channels. Telesales and teleweb operations are the fastest growing fields in selling - this book addresses how to compensate these new channels. The explosion in Internet sales alone (definitely a "new sales role") makes this a particularly good time for a second edition. Included are new ideas on how to compensate sales support staff, 50 examples of new sales roles and how they translate into job definitions, and more than 20 model compensation plans. A dual-audience book, this second edition should appeal to both salespeople and compensaion pros.
About the Author
Jerome A. Colletti and Mary S. Fiss (Scottsdale, AZ) are partners in Colletti-Fiss, LLC, a management consulting firm that helps companies develop and implement compensation solutions for strategically important sales situations. They have provided advice to many Fortune 500 companies.
Table of Contents
"Foreword by Neil Rackham Preface Section I: New Market Requirements--Why Your Company Requires New Sales Roles 1. Why Sales Compensation Plans Fail--And How Yours Can Succeed 2. How to Adopt New Sales Roles to Win and Retain Satisfied Customers Section II: Designing Compensation Plans for New Sales Roles 3. A Blueprint for Linking Compensation to New Sales Roles 4. What to Expect and How to Measure Success in New Sales Roles 5. Designing Compensation Plans for New Sales Roles 6. Compensating Telechannel Jobs 7. Compensating Sales Support Staff 8. Compensating Sellers and Teams for Large Sales 9. Compensating Sales Managers and Team Leaders Section III: Implementing New Plans Successfully 10. Tackling Some of the More Challenging Design Issues 11. How to Introduce Compensation Plans for New Sales Roles 12. Evaluating Results Under a New Sales Compensation Plan 13. Future Challenges Appendix A: Glossary of Terms Appendix B: Formal Sales Compensation Plan Document Appendix C: Illustrative Sales Compensation Audit Checklist Appendix D: Articles of Interest on Sales Compensation Appendix E: Reward and Recognition Questionnaire"
|Dimensions: ||26.21 x 18.8 x 3.56 centimeters (0.94 kg)|