Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment - Hardcover
Synopsis
"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."
"synopsis" may belong to another edition of this title.
About the Author
Jerome A. Colletti and Mary S. Fiss (Scottsdale, AZ) are partners in Colletti-Fiss, LLC, a management consulting firm that helps companies develop and implement compensation solutions for strategically important sales situations. They have provided advice to many Fortune 500 companies.
"About this title" may belong to another edition of this title.
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Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment
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Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment. 2nd edition.
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Saranac Lake, New York, U.S.A.: Amacom Books, 2001
ISBN 10: 0814471064
ISBN 13: 9780814471067
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