Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment
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In every industry, the traditional sales force is disappearing. Instead, companies that grow and prosper in today's marketplace are redefining their sales roles to meet their customers' needs. How do you create these crucial new roles, and compensate them adequately? This brand new book is your ideal guide. It not only gets you off to the best possible start - by helping you to continuously create new sales roles to increase sales, profits, productivity, and customer satisfaction - but it also gives you the ability to continuously redesign your sales compensation plans quickly to meet and anticipate new and emerging business realities. With numerous real-life examples drawn from the authors' extensive consulting experience, Compensating New Sales Roles is a gold mine of information on how successful companies are redefining their customer relationships and how their salespeople do business. Booknews Colletti and Fiss (management consultants specializing in compensation solutions) offer managers advice on creating and compensating ancillary selling and new sales positions, including those in tele- sales and on-line sales. The book includes approximately 20 compensation plans from major companies, about 50 examples of new sales roles and job descriptions, a reward questionnaire, a sales compensation audit checklist, and communication plans. It also offers recommendations for sales strategies, identifying sales roles, designing performance measures and incentive formulas, and implementing compensation changes. Annotation c. Book News, Inc., Portland, OR (booknews.com)
List of IllustrationsForewordPrefaceAcknowledgmentsPt. 1New Market Requirements1Ch. 1Why Your Company Requires New Sales Roles3Ch. 2Why Sales Compensation Plans Fail - and How Yours Can Succeed26Ch. 3How to Adopt New Sales Roles to Win and Retain Satisfied Customers49Pt. 2Designing Compensation Plans for New Sales Roles77Ch. 4A Blueprint for Linking Compensation to New Sales Roles79Ch. 5What to Expect and How to Measure Success in New Sales Roles99Ch. 6Designing Compensation Plans for New Sales Roles135Ch. 7Compensating Telechannel Jobs172Ch. 8Compensating Sales Support Staff202Ch. 9Compensating Sellers and Teams for Large Sales217Ch. 10Compensating Sales Managers and Team Leaders244Pt. 3Implementing New Plans Successfully273Ch. 11Tackling Some of the More Challenging Design Issues275Ch. 12How to Introduce Compensation Plans for New Sales Roles300Ch. 13Evaluating Results under a New Sales Compensation Plan324Ch. 14Future Challenges345App. A: Glossary of Terms361App. B: Illustrative Formal Sales Compensation Plan Document365App. C: Sales Compensation Audit Checklist379App. D: Articles of Interest on Sales Compensation383App. E: Reward and Recognition Questionnaire391Notes397Index401
