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

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.