Article

Training and Rewards

Mark W. Johnston

in The Oxford Handbook of Strategic Sales and Sales Management

Published in print January 2011 | ISBN: 9780199569458
Published online May 2011 | | DOI: http://dx.doi.org/10.1093/oxfordhb/9780199569458.003.0009

Series: Oxford Handbooks in Business and Management

Training and Rewards

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This article provides a critical review of two of the most important responsibilities of the sales manager: providing the programs and support for salespeople to improve critical skills, and creating a reward platform that motivates salespeople and encourages success, while offering financial security. Creating effective training programs and a reward system for salespeople are the demanding responsibilities facing every sales manager. Companies spend billions on training every year. Training and reward initiatives are complicated when salespeople are geographically deployed. This article presents a plan for developing and assessing successful training programs. It also discusses the importance of setting objectives, developing programs that actually add value to the sales force, and creating relevant and useful success metrics. In addition, it defines a winning reward strategy and creates an action plan for implementing it.

Keywords: sales manager; critical skills; financial security; training; reward

Article.  10377 words. 

Subjects: Business and Management ; Human Resource Management ; Marketing

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