Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment

How Performance Measures and Job Expectations Work

If you want a job to accomplish one thing above all else, attach a measure to it. If you want your employees to focus on that thing—regardless of organization level, from top managers to frontline personnel—pay for success relative to that measure. The assumption is that you get what you measure; more often than not, however, you get what for you pay for. This truism places significant weight on the company's ability to determine what it expects and how to measure that. This is particularly true when a business is implementing new sales roles because these roles typically require new performance behaviors. For employees taking on new sales roles, a company can speed the process of learning the ...