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.
Table of contents
- Copyright
- ILLUSTRATIONS
- FOREWORD
- PREFACE
- ACKNOWLEDGMENTS
-
NEW MARKET REQUIREMENTS
-
WHY YOUR COMPANY REQUIRES NEW SALES ROLES
- How to Create New Sales Roles and "Recharter" Existing Jobs
- New Sales Roles:The Key to Business Success
- Six New Sales Roles that Improve Interaction with Customers
- Transactions Versus Relationships:How to Help Your Company Implement New Sales Roles
- Three Key Elements of the Customer Relationship Management Model
- Four Telltale Symptoms that a Company Needs New Sales Roles
- How Your Company Can Benefit from Investing in New Sales Roles
- Three Critical Compensation Challenges
- Summing Up
-
WHY SALES COMPENSATION PLANS FAIL—AND HOW YOURS CAN SUCCEED
- Four Integral Parts of a Dynamic Sales Compensation Plan
- How a New Sales Compensation Plan can Help Improve Products,Service, and Cost Performance
- Five Positive Outcomes of a Successful Sales Compensation Plan
- Five Reasons Why Sales Compensation Plans Fail
- Can You Fix a Failed Sales Compensation Plan ?
- How to Help your Company Make the Transition from a Failed Plan to a New Plan
- Summing Up
-
HOW TO ADOPT NEW SALES ROLES TO WIN AND RETAIN SATISFIED CUSTOMERS
- Compensation Is the C Aboose, Not the Engine
- The Sales Strategy Matrix:An Essential Tool for Aligning Sales Jobs with Company Objectives
- How Companies Deploy New Sales Roles
- The Five W's for Creating New Sales Roles in Your Company
- Using the Five W's to Get Results:A Case Example
- Five Steps for Initiating Productive New Sales Roles
- New Sales Roles in America's Best Sales Forces
- Summing Up
-
WHY YOUR COMPANY REQUIRES NEW SALES ROLES
-
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
- Electronics Components Distributor
- Office Supplies Retailer
- Medical Equipment Manufacturer
- How Performance Measures and Job Expectations Work
- Three Measurement Practices That Support Profitable Top-Line Growth
- The Customer-Centric Performance Measurement Model: Three Indicators of Success
- Four Performance Benchmarks for Evaluating Sales Excellence
- How to Choose the Best Performance Measures for Your Company's New Sales Roles
- Six Examples of How New Sales Roles Affect Performance Measurement
- Setting Performance Objectives: What to Do and How to Do It
- Setting Performance Expectations: What to Do and How to Do It
- Two New Approaches for Measuring the Success of New Sales Roles
- Three Performance Management Challenges and How to Deal with Them
- Summing Up
- DESIGNING COMPENSATION PLANS FOR NEW SALES ROLES
-
COMPENSATING TELECHANNEL JOBS
- Five Telechannel Applications That Are Critical to Sales and Service
- Three Major Challenges When Implementing Telechannel Jobs
- How to Clarify What Type of Telejob Your Company Needs
- Designing Compensation Plans for Telechannel Jobs:Three High-Level Considerations
- Compensating Telemarketing Jobs
- Compensating Telesales Jobs
- Compensating Customer Service Jobs
- Compensating Technical Service Jobs
- Compensating Field Sales And Teleteams
- Using Contests and Recognition
- Summing Up
-
COMPENSATING SALES SUPPORT STAFF
- How Sales Support Jobs are Critical to Effective Customer Interaction
- Retaining Customers:the New Goal for Sales Support
- When to Include Support Jobs in the Sales Compensation Plan
- Compensating Presales Jobs
- Compensating Postsales Jobs
- How to Answer Four Tough Questions About Sales Support Compensation Plans
- Summing Up
-
COMPENSATING SELLERS AND TEAMS FOR LARGE SALES
- The Challenge of Selling Effectively at the "C" Level
- Tips on Defining a Large Sale
- How to Organize Company Resources for Global Account Teams
- Five Benefits of a Consistent Sales Process for Large Deal Selling
- How to Develop Compensation Plans for Large Sales: Two Case Examples
- Five Key Lessons for Successfully Selling Large Deals
- Summing Up
-
COMPENSATING SALES MANAGERS AND TEAM LEADERS
- Three Groups Affecting the Sales Manager's Role
- Three Pivotal Sales Manager Roles
- How Sales Managers Spend Their Time
- How to Match Sales Manager Jobs with the Right Compensation Plans
- Four Tough Issues That Come with Sales Manager Compensation Plans
- How Team Leader and Sales Manager Jobs Differ
- Two Incentive Plans for Compensating Team Leaders
- Summing Up
-
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
- GLOSSARY OF TERMS
- ILLUSTRATIVE FORMAL SALES COMPENSATION PLAN DOCUMENT
- SALES COMPENSATION AUDIT CHECKLIST
- ARTICLES OF INTEREST ON SALES COMPENSATION
- REWARD AND RECOGNITION QUESTIONNAIRE
- NOTES
- Notes
Product information
- Title: Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment
- Author(s):
- Release date: June 2001
- Publisher(s): AMACOM
- ISBN: 0814471064
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