Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment [Hardcover]

Jerome A. Colletti (Author), Mary S. Fiss (Author), Wally Wood (Author)

Book Description

Publication Date: January 25, 1999 | ISBN-10: 0814404367 | ISBN-13: 978-0814404362

In every industry the traditional sales force is disappearing. To grow and prosper today, companies are focused on managing the total customer experience -- with an increasing number of jobs now playing key roles in the sales process. But what exactly are these new sales roles? How are they compensated? Now this action manual shows how to:

Editorial Reviews

Book 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."

--This text refers to an alternate Hardcover edition.

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.

--This text refers to an alternate Hardcover edition.

Product Details

• Hardcover: 310 pages
• Publisher: AMACOM (January 25, 1999)
• Language: English
• ISBN-10: 0814404367
• ISBN-13: 978-0814404362
• Product Dimensions: 14.3 x 10 x 1.7 inches
• Shipping Weight: 2 pounds
• Average Customer Review: 5.0 out of 5 stars  See all reviews (1 customer review)
• Amazon Best Sellers Rank: #4,776,602 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

14 of 18 people found the following review helpful:

5.0 out of 5 stars Awesome realities, September 8, 2000

By 

Greg Elliott (Roanoke, Virginia United States) - See all my reviews

This review is from: Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment (Hardcover)

This book is a must have for todays business managers in the ever changing world of sales. I am amazed at the insight and accuracy depicted in the book. It assisted me in the re-engineering of a tired sales force. Two thumbs up!