Compensating new sales roles : how to design rewards that work in today's selling environment / Jerome A. Colletti, Mary S. Fiss ; with Wally Wood.

Includes bibliographical references (pages 281-288) and index.

New Market Requirements -- Why Your Company Requires New Sales Roles -- How to Create New Sales Roles and "Recharter" Existing Jobs -- New Sales Roles: The Key to Business Success -- Six New Sales Roles That Improve Interaction with Customers -- Transactions versus Relationships: How to Help Your Company Implement New Sales Roles -- Three Key Elements of the Customer Relationship Management Model -- Four Telltale Symptoms That a Company Needs New Sales Roles -- How Your Company Can Benefit from Investing in New Sales Roles -- Three Critical Compensation Challenges -- Why Sales Compensation Plans Fail--and How Yours Can Succeed -- Four Integral Parts of a Dynamic Sales Compensation Plan -- How a New Sales Compensation Plan Can Help Improve Products, Service, and Cost Performance -- Five Positive Outcomes of a Successful Sales Compensation Plan -- Five Reasons Why Sales Compensation Plans Fail -- Can You Fix a Failed Sales Compensation Plan? -- How to Help Your Company Make the Transition from a Failed Plan to a New Plan -- How to Adopt New Sales Roles to Win and Retain Satisfied Customers -- Compensation Is the Caboose, Not the Engine -- The Sales Strategy Matrix: An Essential Tool for Aligning Sales Jobs with Company Objectives -- How Companies Deploy New Sales Roles -- The Five W's for Creating New Sales Roles in Your Company -- Using the Five W's to Get Results: A Case Example -- Five Steps for Initiating Productive New Sales Roles -- New Sales Roles in America's Best Sales Forces -- Designing Compensation Plans for New Sales Roles.

Print version record.

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