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

Transactions Versus Relationships:How to Help Your Company Implement New Sales Roles

Companies introduce new sales roles because of an evolution in the number of customers served, the size of the product line, and the basis for doing business (transactions versus relationships). This evolution should occur as a company moves smoothly from one growth phase to the next. The shift often does not go smoothly, however, and we can tell that a company is struggling with the challenge of implementing and compensating new sales roles when we hear such remarks as:

The old selling approach is out; we don't want our people to be product pushers.

Our customers are our partners.

We use global teams to serve our largest customers; however, the salespeople are ...