Download PDF by Jerome A. Colletti: Compensating new sales roles: how to design rewards that

By Jerome A. Colletti

ISBN-10: 0814404367

ISBN-13: 9780814404362

COMPENSATING NEW revenues ROLES how you can layout Rewards That paintings in latest promoting atmosphere In each the normal revenues strength is disappearing. To develop and prosper this present day, businesses are excited by dealing with the complete client event -- with progressively more jobs now taking part in key roles within the revenues technique. yet what precisely are those new revenues roles? How are they compensated? Now this motion guide indicates the best way to: ** comprehend why revenues forces are evolving into new acquisitions experts, retention revenues experts, mobile revenues managers, provider specialists, and extra ** layout state of the art reimbursement plans for brand new revenues roles ** enforce a repayment plan that rewards best performers ** degree the effectiveness of the plan. JEROME A. COLLETTI is president and CEO of The Alexander team, Inc., a national administration consulting company focusing on advertising and revenues. MARY S. FISS is a consulting supervisor with The Alexander workforce, Inc. they're dependent in Scottsdale, AZ. WALLY wooden (Sandy Hook, CT) is co-author of a number of books, together with advertising and marketing Myths which are Killing enterprise.

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Extra info for Compensating new sales roles: how to design rewards that work in today's selling environment

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Lexmark International, which manufactures computer keyboards, printers, electric typewriters, and related supplies, found it had to work with the end users rather than focus exclusively on resellers. To meet this challenge, Lexmark redefined the role of its sales force. Instead of the salespeople spending 85 percent of their time working with Lexmark's resellers and 15 percent with end users, the company reversed the time allocations. Retention sales specialists. Most companies realize between 80 and 90 percent of their annual revenue from current customers.

Rather than promote growth, the compensation plans actually hinder growth. How This Book Can Help You To overcome competitive threats, companies must continually increase the effectiveness of all employees who come in contact with customers and prospects. In particular, they must increase the effectiveness of the way the business rewards and recognizes those employees for their contributions to company success. Companies require the ability to design and redesign their compensation plans quickly to meet and anticipate new business realities.

New customer acquisition specialists. Weatherchem, a division of Weatherhead Industries that specializes in closures for a variety of containers, was frustrated at failing to achieve its planned 15 percent sales growth, a not unreasonable target given industry conditions. Management divided the sales organization into two teams: core business managers and new business development managers. This latter team was charged with the responsibility for winning new customers through a focus on selling Weatherchem's capabilities to companies that were in the early stages of a new package design.

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Compensating new sales roles: how to design rewards that work in today's selling environment by Jerome A. Colletti

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