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

Three Guiding Principles to Help You Address Future Challenges

In the quest for growth, more and more companies will continue to expand their business through organic growth, mergers and acquisition, or both. As a result, the sales organization—and, for that matter, all jobsinvolving customer contact—in these companies will experience frequent and continuous change. Mergers that have taken place in the pharmaceutical, software, and telecommunication industries, to mention a few, have fundamentally altered the way the sales organization does business with customers. After a merger, the sales organization is often characterized by a mix of globally and locally deployed resourcesfocused on meeting the shifting needs of increasingly complex customers. ...