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

Summing Up

Too many performance measures, the wrong measures, the wrong level of measurement, or measures that conflict with the salesperson's job mean that a company may not reach a new sales plan's objectives. Too many measures reflects top management's confusion over a sales job's most important objectives. The wrong measures or measures that conflict with the salesperson's job mean that the company rewards sales-people for the wrong things.

Even among the best companies, aligning performance measures with business objectives for sales and customer contact jobs is challenging. When a shift takes place in who the customer is, however, and a company responds by implementing new sales roles, those changes create a need for a new or revised performance ...