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

An updated edition of a book for sales managers and for compensation specialists. With a new focus on online sales, this comprehensive book explains how to design and implement a compensation plan that directs, motivates and rewards employees who perform effectively - "regardless" of sales channels. Telesales and teleweb operations are the fastest growing fields in selling - this book addresses how to compensate these new channels. The explosion in Internet sales alone (definitely a "new sales role") makes this a particularly good time for a second edition. Included are new ideas on how to compensate sales support staff, 50 examples of new sales roles and how they translate into job definitions, and more than 20 model compensation plans. A dual-audience book, this second edition should appeal to both salespeople and compensaion pros. Pt. 1. New Market Requirements -- Ch. 1. Why Your Company Requires New Sales Roles -- Ch. 2. Why Sales Compensation Plans Fail -- And How Yours Can Succeed -- Ch. 3. How To Adopt New Sales Roles To Win And Retain Satisfied Customers -- Pt. 2. Designing Compensation Plans For New Sales Roles -- Ch. 4. A Blueprint For Linking Compensation To New Sales Roles -- Ch. 5. What To Expect And How To Measure Success In New Sales Roles -- Ch. 6. Designing Compensation Plans For New Sales Roles -- Ch. 7. Compensating Telechannel Jobs -- Ch. 8. Compensating Sales Support Staff -- Ch. 9. Compensating Sellers And Teams For Large Sales -- Ch. 10. Compensating Sales Managers And Team Leaders -- Pt. 3. Implementing New Plans Successfully -- Ch. 11. Tackling Some Of The More Challenging Design Issues -- Ch. 12. How To Introduce Compensation Plans For New Sales Roles -- Ch. 13. Evaluating Results Under A New Sales Compensation Plan -- Ch. 14. Future Challenges. Jerome A. Colletti, Mary S. Fiss. Includes Bibliographical References (p. 397-399) And Index. Now updated to cover the online selling arena--the most comprehensive guide to building an innovative sales compensation plan. With the explosion in Internet sales, organizations are frantically transforming their sales departments, adding new roles and redefining existing positions, to capture a share of this lucrative new market. This second edition of the landmark "Compensating New Sales Roles" explains: * How to identify and establish the sales roles an organization needs to turn in double-digit growth on a continuous basis * How to design and implement a compensation plan that directs, motivates, and rewards employees who perform effectively--regardless of sales channels * How to compensate sales staffs in telesales and teleweb operations--the fastest growing fields of selling. Packed with updated tips, tools, and examples, along with a new focus on online selling opportunities, this is an essential guide for human resources/compensation professionals, business owners, and sales executives. With the explosion in Internet sales, organizations are frantically transforming their sales departments, adding new roles and redefining existing positions, to capture a share of this lucrative new market. This second edition of the landmark Compensating New Sales Roles explains:-- How to identify and establish the sales roles an organization needs to turn in double-digit growth on a continuous basis.-- How to design and implement a compensation plan that directs, motivates, and rewards employees who perform effectively -- regardless of sales channels.-- How to compensate sales staffs in telesales and teleweb operations -- the fastest growing fields of selling.Packed with updated tips, tools, and examples, along with a new focus on online selling opportunities, this is an essential guide for human resources/compensation professionals and sales executives alike.