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

COMPENSATING NEW SALES ROLES How to Design Rewards That Work in Today's Selling Environment In every industry the traditional sales force is disappearing. To grow and prosper today, companies are focused on managing the total customer experience -- with an increasing number of jobs now playing key roles in the sales process. But what exactly are these new sales roles? How are they compensated? Now this action manual shows how to:

** understand why sales forces are evolving into new acquisitions specialists, retention sales specialists, telephone sales managers, service consultants, and more

** design state-of-the-art compensation plans for new sales roles

** implement a compensation plan that rewards top performers

** measure the effectiveness of the plan. JEROME A. COLLETTI is president and CEO of The Alexander Group, Inc., a nationwide management consulting firm specializing in marketing and sales. MARY S. FISS is a consulting manager with The Alexander Group, Inc. They are based in Scottsdale, AZ. WALLY WOOD (Sandy Hook, CT) is co-author of several books, including Marketing Myths That Are Killing Business.