1 online resource (xxiv, 417 pages) : charts, forms
Contents
New Market Requirements -- 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 -- Designing Compensation Plans for New Sales Roles -- 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 -- Implementing New Plans Successfully -- 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
Summary
Now updated to cover the online selling arena--the most comprehensive guide to building an innovative sales compensation plan
Bibliography
Includes bibliographical references (pages 397-399) and index
