Compensating New Sales Roles
How to Design Rewards That Work in Today's Selling Environment
2nd Edition
Published on 31. July 2001
Book
Hardback
400 pages
978-0-8144-7106-7 (ISBN)
Description
"With the explosion in Internet sales, organizations are frantically transforming their sales departments, adding new roles and redefining existing positions, to capture a share of this lucrative new market. This second edition of the landmark "Compensating New Sales Roles" explains: how to identify and establish the sales roles an organization needs to turn in double-digit growth on a continuous basis; how to design and implement a compensation plan that directs, motivates, and rewards employees who perform effectively - regardless of sales channels; how to compensate sales staffs in telesales and teleweb operations - the fastest growing fields of selling. Packed with updated tips, tools, and examples, along with a new focus on online selling opportunities, this is an essential guide for human resources/compensation professionals, business owners, and sales executives."
More details
Edition
2nd Revised edition
Language
English
Place of publication
New York
United States
Edition type
Revised edition
Illustrations
Illustrations
Dimensions
Height: 256 mm
Width: 188 mm
Thickness: 35 mm
Weight
1020 gr
ISBN-13
978-0-8144-7106-7 (9780814471067)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Persons
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.
Content
"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"