Sales jobs that require constant shifting from prospecting to account management to order administration/tracking to installation/set-up and then back to prospecting may not be the best use of your available sales talent. Particularly if you've staffed the jobs with hunters. And, for a profession where variable pay can be a significant piece of the overall compensation package, jobs like this can present real challenges for sales incentive design.
I realize that, particularly in smaller businesses, people have to wear more than one hat. But even in these circumstances, a thoughtful approach to sales job design can make a real difference in motivation and productivity.
Sales jobs, and sales incentive plans, are most effective when their focus is as clear and singular as possible.
Image: Creative Commons Photo "How Far?" by Alisdair McDiarmid