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

Jerome A. Colletti and Mary S. Fiss (Scottsdale, AZ) are partners in Colletti-Fiss, LLC, a management consulting firm that helps companies develop and implement compensation solutions for strategically important sales situations. They have provided advice to many Fortune 500 companies.

In every industry, the traditional sales force is disappearing. Instead, companies that grow and prosper in today's marketplace are redefining their sales roles to meet their customers' needs. How do you create these crucial new roles, and compensate them adequately? This brand new book is your ideal guide. It not only gets you off to the best possible start - by helping you to continuously create new sales roles to increase sales, profits, productivity, and customer satisfaction - but it also gives you the ability to continuously redesign your sales compensation plans quickly to meet and anticipate new and emerging business realities. With numerous real-life examples drawn from the authors' extensive consulting experience, Compensating New Sales Roles is a gold mine of information on how successful companies are redefining their customer relationships and how their salespeople do business.

Booknews

Colletti and Fiss (management consultants specializing in compensation solutions) offer managers advice on creating and compensating ancillary selling and new sales positions, including those in tele- sales and on-line sales. The book includes approximately 20 compensation plans from major companies, about 50 examples of new sales roles and job descriptions, a reward questionnaire, a sales compensation audit checklist, and communication plans. It also offers recommendations for sales strategies, identifying sales roles, designing performance measures and incentive formulas, and implementing compensation changes. Annotation c. Book News, Inc., Portland, OR (booknews.com)