Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment, Second Edition

  • 7h 8m
  • Jerome A. Colletti, Mary S. Fiss
  • 2001

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 Authors

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.

In this Book

  • Foreword
  • Why Your Company Requires New Sales Roles
  • Why Sales Compensation Plans Fail—and How Yours Can Succeed
  • How to Adopt New Sales Roles to Win and Retain Satisfied Customers
  • A Blueprint for Linking Compensation to New Sales Roles
  • What to Expect and How to Measure Success in New Sales Roles
  • Designing Compensation Plans for New Sales Roles
  • Compensating Telechannel Jobs
  • Compensating Sales Support Staff
  • Compensating Sellers and Teams for Large Sales
  • Compensating Sales Managers and Team Leaders
  • Tackling Some of the More Challenging Design Issues
  • How to Introduce Compensation Plans for New Sales Roles
  • Evaluating Results Under a New Sales Compensation Plan
  • Future Challenges
  • Notes