In the not so distant past, companies had clear breaks between sales representatives, support staff and marketing. Classic sales representatives have geographic territories, visit clients to hold sales calls, write up orders and then move on. The more sales a representative made, the more money the sales representative earned.
Today, complex products and buying processes require technicians, engineers, support teams and installers to work hand-in-hand with sales people. How do you reward the best sales people without demotivating the rest of the team?
Focus on the Sales Process
The sales process informs what behaviors should be rewarded to generate more buyers.