Tag: Product Sales

3 Levels of Sales Jobs—3 Levels of Incentives

By HR Daily Advisor Staff Jun 17, 2013 Benefits and Compensation

Updated: Jun 17, 2013

Cichelli, senior vice president at the Alexander Group, offered his tips at WorldatWork’s Total Rewards 2013 Conference and Exhibition. Here’s how he describes the three types of sales jobs: Job Level→ Factor↓ Territory Rep Account Manager Key Account Manager Customers Many/Existing and Potential Several (20–30)/ Existing Few (3–4) /Existing Orders Many/Small Average/Average Few/Large Sales Cycle […]

SPIFFs Turbo-Charge Your Salespeople? Experts Say ‘Yes”

By HR Daily Advisor Staff Nov 22, 2011 Benefits and Compensation

Updated: Nov 22, 2011

Colletti is Managing partner of consulting firm Colletti-Fiss, LLC; Fiss is a partner. They shared their tips at the WorldatWork’s Total Rewards Conference and Exhibition, held recently in San Diego. What’s a SPIFF? Several phrases have been proposed as possible origins of the acronym SPIFF (e.g., “Sales Performance Incentive Fund,” and “Special Pay Incentives For […]