Chapter 3. HOW TO ADOPT NEW SALES ROLES TO WIN AND RETAIN SATISFIED CUSTOMERS
Sales compensation plans do grow obsolete over time. Plan obsolescence is largely a function of the changes that take place in how customers buy or in the way they expect the purchasing process to work. This requires companies to rethink their processes for selling to and interacting with customers. This reexamination of the sales and customer relationship management processes often results in the company's defining and implementing new sales roles.
When a company wants to increase sales productivity and effectiveness, we encourage management to think first about the experience customers would like to have at the beginning of the buying process, during the sale, and ...
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