Compensating New Sales Roles

by Colletti, Jerome A.; Fiss, Mary S.; Wood, Wally

• ISBN13: 9780814404362
• ISBN10: 0814404367
• Format: Hardcover
• Copyright: 1999-02-01
• Publisher: Amacom Books

Table of Contents

List of Illustrations	ix	(4)
Acknowledgments	xiii	(2)
Preface	xv
Section I. New Market Requirements	1	(72)
Chapter 1 Why Your Company Requires New Sales Roles	3	(22)
You Need New Sales Roles for Business Success	4	(2)
Examples of Six New Sales Roles	6	(4)
When Companies Implement New Sales Roles	10	(2)
The Three Key Elements of the Customer Relationship Management Model	12	(2)
Telltale Symptoms That a Company Needs New Sales Roles	14	(2)
Three Good Reasons for Investing in New Sales Roles	16	(2)
Three Key Compensation Challenges	18	(4)
Summing Up	22	(3)
Chapter 2 Why Sales Compensation Plans Fail	25	(22)
Why You Need a Dynamic Sales Compensation Plan	25	(3)
Three Reasons You Need New Sales Compensation Plans	28	(1)
Five Positive Outcomes of a Successful Sales Compensation Plan	29	(6)
Five Reasons Sales Compensation Plans Fail	35	(3)
Can You Fix a Failed Sales Compensation Plan?	38	(2)
Four Ways to Prepare for a Transition From a Failed Plan to a New Plan	40	(5)
Summing Up	45	(2)
Chapter 3 How to Define New Sales Roles	47	(26)
Compensation Is the Caboose, Not the Engine	49	(3)
When and Why New Sales Roles Emerge	52	(4)
A Checklist to Help You Define New Sales Roles in Your Company	56	(2)
Using the Five W's to Describe New Sales Roles: A Case Example	58	(4)
Identifying New Sales Roles: A Five-Step Process	62	(7)
New Sales Roles in America's Best Sales Forces	69	(2)
Summing Up	71	(2)
Section II. Designing Compensation Plans for New Sales Roles	73	(116)
Chapter 4 A Blueprint for Linking Compensation to New Sales Roles	75	(18)
Sales Compensation: What It Is and What It Is Not	78	(3)
How to Link Compensation to New Sales Roles	81	(1)
Phase A: Clarify Sales Strategy	82	(4)
Phase B: Define Financial Requirements	86	(2)
Phase C: Identify Performance Measures	88	(1)
Phase D: Develop Program Details	89	(1)
How to Constitute a Sales Compensation Design Team	90	(2)
Summing Up	92	(1)
Chapter 5 What to Expect and How to Measure Success in New Sales Roles	93	(34)
Performance Measures and Job Expectations	97	(1)
Measurement Practices That Support Profitable Top-Line Growth	98	(3)
A Customer-Centered Performance Measurement Model: Three Indicators of Success	101	(3)
Four Performance Measurement Categories Associated With Sales Excellence	104	(3)
Selecting Performance Measures for New Sales Roles	107	(3)
Performance Measures for New Sales Roles: Five Examples	110	(3)
Setting Performance Objectives: What to Do and How to Do It	113	(6)
Approaches to Enhancing the Use of Financial Measures	119	(3)
Three Performance Management Challenges and How to Deal With Them	122	(3)
Summing Up	125	(2)
Chapter 6 Designing Compensation Plans for New Sales Roles	127	(34)
Key Sales Compensation Terms and Definitions	128	(18)
Compensating New Sales Roles: Examples of Plans and Measures	146	(8)
Compensating Newly Created Sales Jobs	154	(2)
New "Sales Team" Responsibilities for Nonselling Positions	156	(2)
Summing Up	158	(3)
Chapter 7 Compensating Sales Managers and Team Leaders	161	(28)
Three Groups Affecting the Sales Manager's Role	162	(5)
Three Different Sales Manager Roles	167	(2)
How Sales Managers Spend Their Time	169	(3)
Sales Manager Jobs and Their Compensation Plans	172	(7)
Four Tough Issues That Come With Sales Manager Compensation Plans	179	(2)
Team Leader Job: Definition and Roles	181	(4)
Compensation Plans for Team Leaders	185	(3)
Summing Up	188	(1)
Section III. Implementing New Plans Successfully	189	(72)
Chapter 8 Tackling Some of the More Challenging Design Issues	191	(24)
Challenging Issues: An Overview	191	(1)
Five "Big Picture" Issues	192	(8)
Six Tough Design Issues	200	(12)
A Checklist of Other Issues You Are Likely to Face	212	(1)
Summing Up	213	(2)
Chapter 9 Introducing Compensation Plans for New Sales Roles	215	(24)
Three Hurdles to Implementing New Sales Compensation Plans	218	(4)
A Change Management Model: Overview	222	(3)
Establish the Implementation Plan (Step 1)	225	(3)
Implement the New Sales Compensation Plan (Step 2)	228	(5)
Monitor Employee Reaction and Business Results After Implementation (Step 3)	233	(1)
Recalibrate the Implementation Process (Step 4)	234	(2)
Summing Up	236	(3)
Chapter 10 Evaluating Results Under a New Sales Compensation Plan	239	(22)
Three Important Areas of Results to Examine	240	(3)
What Not to Evaluate	243	(2)
Preparing for the Evaluation Process	245	(1)
Conducting an Evaluation: Five Steps to Follow	246	(11)
Reporting the Results of an Evaluation	257	(1)
Recalibrating Again: Updating a Plan for a New Year	257	(1)
Summing Up	258	(1)
Closing Comments	259	(2)
Appendix A Glossary of Terms	261	(2)
Appendix B Formal Sales Compensation Plan Document	263	(14)
Appendix C Illustrative Sales Compensation Audit Checklist	277	(4)
Appendix D Articles of Interest on Sales Compensation	281	(8)
Index	289