Compensating New Sales Roles

Overview

Now updated to cover the online selling arena--the most comprehensive guide to building an innovative sales compensation plan.
"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."

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.

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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"

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