Compensating Field Sales And Teleteams
"We put in a new telesales and tele-account coverage model, and all we got is more channel conflict." This seems to happen frequently when roles, accountabilities, and territory or account boundaries have not been clearly identified and well documented prior to implementation of new teleresources or teleresources with a new charter. It is therefore critical to be clear about expectations. Are teleresources individual contributors? Are employees in any of the jobs teamed with the field? If so, how and why? Answers to these questions establish the foundation for determining how (or indeed if) these roles should be compensated as teams.
Practically speaking, field and teleresources team for one of the following ...
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