FEATURED BOOK
Compensating the Sales
Force by David J. Cichelli

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JOB DESIGN

Client
Major office supply business services company.

Issue
Sales leadership wanted the sales compensation plan to improve new account selling.

Solution
Job and time analysis demonstrated that the current service responsibilities precluded new account selling. New job was created to open new accounts.

Job Design—Process Design and Improvement

Sales entities must continually evaluate customer contact jobs to ensure alignment with sales objectives. Our consultants help configure jobs to address the following selling challenges:

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