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

Closing Comments

Overall, our experience suggests that sales roles in companies are constantly changing to meet and exceed the requirements of the competitive environment. Sometimes those changes are relatively minor and/or informal; for example, customer service or technical support personnel are asked to step in to play a role in addressing certain types of issues or problems faced with customers. More likely, however, are the situations we have described in the book—fundamental change is taking place in the sales and customer relationship management processes. An important response to that change is defining and implementing new sales roles and designing compensation plans to support them.

We wrote this book to help you sense and respond to ...