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

Electronics Components Distributor

After many years of achieving double-digit growth through acquisitions, a successful electronics distributor decided to pursue organic growth as its business strategy. Its top managers reorganized the business into several operating divisions, each focused on a common set of customers. Management realigned resources—sales and inside sales support personnel—to work exclusively with these assigned customers. The company's largest division identified one particularly attractive opportunity: the sales potential in small to medium accounts and in accounts the division had lost. Division managers decided to create a new sales role and assign it a new job, business development manager. The new job was chartered to: ...