Jerome A. Colletti - Compensating new sales roles: how to design rewards that work in todays selling environment

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title	:	Compensating New Sales Roles : How to Design Rewards That Work in Today's Selling Environment
author	:	Colletti, Jerome A.; Fiss, Mary S.
publisher	:	AMACOM Books
isbn10 | asin	:	0814404367
print isbn13	:	9780814404362
ebook isbn13	:	9780585040073
language	:	English
subject	Sales personnel--Salaries, etc, Incentives in industry, Compensation management.
publication date	:	1999
lcc	:	HF5439.7.C646 1999eb
ddc	:	658.3/22
subject	:	Sales personnel--Salaries, etc, Incentives in industry, Compensation management.

Page iii Compensating New Sales Roles How to Design Rewards That Work in Today's Selling Environment Jerome A. Colletti Mary S. Fiss With Wally Wood AMACOM American Management Association New York Atlanta Boston Chicago Kansas City San Francisco Washington, D.C. Brussels Mexico City Tokyo Toronto

Page iv This book is available at a special discount when ordered in bulk quantities. For information, contact Special Sales Department, AMACOM, an imprint of AMA Publications, a division of American Management Association, 1601 Broadway, New York, NY 10019. This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought. Library of Congress Cataloging-in-Publication Data Colletti, Jerome A. Compensating new sales roles: how to design rewards that work in today's selling environment / Jerome A. Colletti, Mary S. Fiss. p. cm. Includes bibliographical references and index. ISBN 0-8144-0436-7 (alk. paper) 1. Sales personnelSalaries, etc. 2. Incentives in industry. 3. Compensation management. I. Fiss, Mary S. II. Title. HF5439.7.C646 1999 658.3'22dc2198-41831 CIP 1999 The Alexander Group, Inc. All rights reserved. Printed in the United States of America. This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, an imprint of AMA Publications, a division of American Management Association, 1601 Broadway, New York, NY 10019. Printing number 10 9 8 7 6 5 4 3 2 1

Page v CONTENTS List of Illustrations ix Acknowledgments xiii Preface xv Section I. New Market Requirements 1 Chapter 1 Why Your Company Requires New Sales Roles 3 You Need New Sales Roles for Business Success 4 Examples of Six New Sales Roles 6 When Companies Implement New Sales Roles 10 The Three Key Elements of the Customer Relationship Management Model 12 Telltale Symptoms That a Company Needs New Sales Roles 14 Three Good Reasons for Investing in New Sales Roles 16 Three Key Compensation Challenges

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