How to Create a Successful Sales Compensation Design Team
Traditionally, companies have charged human resources or sales administration with the task of designing and implementing the sales compensation program. As new sales roles are defined, however, companies are finding that a team approach to sales compensation design is critical to plan success. Table 4-2 includes the menu of participants in the optimal design team. As you can see from the menu, a cross-functional team is ideal for developing a plan aligned with the new sales role(s) and company objectives, one that is legal and equitable, and can be administered.
| Function | Role |
|---|---|
| Customer service | Headquarters and field management
Ensure that the ... |
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.
