How to Create New Sales Roles and "Recharter" Existing Jobs

Shortly after the publication of the first edition, we conducted a series of seminars with general managers, top marketing/sales executives, CFOs, and top human resources officers to provide a high-level summary of new sales roles and the compensation implications for paying people in those roles. Our participants shared with us that they were having one or more of the following three experiences: First, customers were changing the way they buy, and, to be a "best practices" company, you had to change the way you sell. Second, a great deal of money was being spent on incorporating technology into the selling and customer relationship management (CRM) processes, and the results were mixed. ...

Get Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.