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

Compensating Postsales Jobs

Postsales jobs are responsible for executing the promises about performance and service that were made to customers at the time of purchase. After the sale is made, how a product or service is implemented is an important factor in a customer's willingness to do business with the company again in the future. In fact, postsale jobs may have a direct impact on the customer's willingness to make the final payment for what was purchased. In the customer's mind, the deal may not be fully complete until the product is installed and functioning to expectations or a combination of other factors that indicate that "what I bought is what I needed and what I got." Increasingly complex B2B transactions or relationships require ...