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

Chapter 8. COMPENSATING SALES SUPPORT STAFF

The telepositions discussed in Chapter 7 are one type of "sales support" job. In many companies, there are other jobs that interact with customers at various points during the sales process, the customer relationship management process, or both, such as systems engineer, logistics manager, project manager, and service consultant. How a company deploys its people in these jobs largely determines their impact on getting and keeping customers. More and more, we hear in our interviews with the customers of companies with which we work that the sales support staff is a major reason for continuing to do business with a given company. While sales support staffs are frequently not chartered to proactively sell, ...