n Management Today - Successful matchmaking : linking reward systems to today's sales roles

Abstract

Extracted from text ... S Successful matchmaking: linking reward systems to today's sales roles 44 Management Today June 2005 Malcolm Pannell is associate director the Hay Group and heads the business development division with specific focus on organisation clarity and reward practice. Successfully forging sales relationships effectively locks the customer into an ongoing business partnershiP.Tailoring the sales compensation plan can support building long term relationships and securing high quality sales talent. This is the opinion of the Hay Group's associate director, Malcolm Pannell. The changing landscape of sales "If the economic gyrations of the new millennium have taught us anything, it's that selling ..