"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."
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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."
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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14 of 18 people found the following review helpful:
5.0 out of 5 stars
Awesome realities,
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!
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Inside This Book
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First Sentence:
Evidence that the Internet is permanently altering the way companies do business is everywhere. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
new sales roles, new sales compensation plan, selling large deals, total target compensation, incentive pay opportunity, sales process leader, sales support jobs, target total compensation, customer contact resources, compensation plan designers, sales compensation program, telesales jobs, incentive ratio, coaching sales manager, job contamination, new concept selling, sales incentive compensation, incentive formula, sales compensation plans, penetration selling, payout frequency, customer relationship management process, retention selling, new sales job, nonexempt job Key Phrases - Capitalized Phrases (CAPs): (learn more)
Sales Strategy Matrix, Perfect Flap, Silver Arch, United States, Industrial Controls, John Stevens, Achievement Element, Boehringer Ingelheim, Document Flash, Hal Jones, Implementing New Plans Successfully Table, Team Target Bonus, American Compensation Association, Define Sales Strategy Step, Enron Energy Services, Joe Bates, Margaret O'Brien, Office Depot, Program Details Step, Target Region Revenue Bonus, Target Target Target, The Alexander Group New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
Evidence that the Internet is permanently altering the way companies do business is everywhere. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
new sales roles, new sales compensation plan, selling large deals, total target compensation, incentive pay opportunity, sales process leader, sales support jobs, target total compensation, customer contact resources, compensation plan designers, sales compensation program, telesales jobs, incentive ratio, coaching sales manager, job contamination, new concept selling, sales incentive compensation, incentive formula, sales compensation plans, penetration selling, payout frequency, customer relationship management process, retention selling, new sales job, nonexempt job Key Phrases - Capitalized Phrases (CAPs): (learn more)
Sales Strategy Matrix, Perfect Flap, Silver Arch, United States, Industrial Controls, John Stevens, Achievement Element, Boehringer Ingelheim, Document Flash, Hal Jones, Implementing New Plans Successfully Table, Team Target Bonus, American Compensation Association, Define Sales Strategy Step, Enron Energy Services, Joe Bates, Margaret O'Brien, Office Depot, Program Details Step, Target Region Revenue Bonus, Target Target Target, The Alexander Group New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
Citations (learn more)
This book cites 7
books:
See all 7 books this book cites
- The federal wage and hour laws by R. Brian Dixon on page 182, and Back Matter
- Customer Relationship Management by Neil Jones on page 35
- Marketing Management by J. W. Strydom in Back Matter
- Simplicity: The New Competitive Advantage in a World of More, Better, Faster by William Jensen in Back Matter
- The New Pay: Linking Employee and Organizational Performance by Jay R. Schuster on page 285
See all 7 books this book cites
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