How to Link Compensation to New Sales Roles
The design process that links compensation to new sales roles has ten steps, as indicated in Figure 4-2. These ten steps fall into four phases of work:
Phase A: Clarify sales strategy. The first steps in the process are defining and documenting the company's business objectives and the roles required to meet those objectives. Identifying the jobs required in the sales process is the foundation for assessing eligibility for sales compensation.
Phase B: Determine financial requirements. Corporate, market, and individual financial needs are addressed in setting the total compensation levels for the new roles, and techniques are defined to ensure that funds are available at acceptable performance levels ...
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