{"id":121975,"date":"2025-07-17T16:50:25","date_gmt":"2025-07-17T14:50:25","guid":{"rendered":"https:\/\/www.akeron.com\/vulki\/?p=121975"},"modified":"2026-01-29T17:12:47","modified_gmt":"2026-01-29T16:12:47","slug":"how-is-the-role-of-sales-changing-and-what-impact-does-this-have-on-sales-compensation","status":"publish","type":"post","link":"https:\/\/www.akeron.com\/vulki\/en\/how-is-the-role-of-sales-changing-and-what-impact-does-this-have-on-sales-compensation\/","title":{"rendered":"How is the role of sales rep changing, and what impact does this have on sales compensation?"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"121975\" class=\"elementor elementor-121975 elementor-114633\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-09d3b87 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"09d3b87\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-4eed12c\" data-id=\"4eed12c\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2701a07 elementor-widget elementor-widget-html\" data-id=\"2701a07\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<a href=\"https:\/\/it.freepik.com\/immagine-ia-gratis\/visioni-future-concetto-commerciale-e-tecnologico_396969398.htm\">Immagine di freepik<\/a>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3b3de73 elementor-widget elementor-widget-text-editor\" data-id=\"3b3de73\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.15.0 - 20-08-2023 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#69727d;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#69727d;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<h4><b><span data-contrast=\"auto\">From Order Taker to Trusted Advisor<\/span><\/b><\/h4>\n<p><span data-contrast=\"auto\">Nen recent years, the role of the salesperson has undergone a radical transformation. The traditional order taker, with their transactional and short-term focus, is being replaced by a more evolved figure: <b>the trusted advisor. This professional creates value<\/b> by supporting the customer throughout the decision-making process. <\/span><\/p>\n<p>This evolution also requires a <b>fundamental rethink of incentive models<\/b>, which must shift from a purely quantitative logic to one that rewards long-term value creation.<\/p>\n<p><em>Order takers<\/em> simply collect orders, often focusing on volume and quick closings. Their sales compensation is generally straightforward and linked to sales commissions.<\/p>\n<p>In contrast,<em> the trusted advisor<\/em> builds lasting relationships, understands customer needs and proposes bespoke solutions. <strong>This requires advanced skills<\/strong> in consulting, analysis and strategic management, and therefore also <strong>a more sophisticated incentive system.<\/strong> <br \/><br \/>In this scenario, the sales process becomes more complex: it is necessary to educate the customer, gain their trust, and co-design solutions. The sales cycle lengthens and traditional KPIs (such as quarterly revenue alone) are no longer sufficient.<\/p>\n<p><span data-ccp-props=\"{&quot;335559685&quot;:567}\">\u00a0<\/span><\/p>\n<h4><b><span data-contrast=\"auto\">What impact does this have on sales compensation?<\/span><\/b><\/h4>\n<ul>\n<li aria-setsize=\"-1\" data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"34\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:1276,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" data-aria-posinset=\"1\" data-aria-level=\"1\"><strong>Competition is no longer solely based on price<\/strong>, but also on the ability to generate value, so margins and deal quality are important. Incentives must reflect this evolution by rewarding margins and the quality of closed opportunities rather than just volume.<\/li>\n<li aria-setsize=\"-1\" data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"34\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:1276,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" data-aria-posinset=\"1\" data-aria-level=\"1\"><strong>Account retention and growth:<\/strong> the relationship does not end once the contract has been signed. A trusted advisor supports the customer over time, fostering loyalty and developing the account.<\/li>\n<li aria-setsize=\"-1\" data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"34\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:1276,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" data-aria-posinset=\"1\" data-aria-level=\"1\"><strong>New KPIs:<\/strong> Consultative selling requires different metrics: These include Net Promoter Score (NPS), product adoption rate, customer engagement, retention and customer lifetime value (CLV). Sales compensation must become more data-driven and hybrid, linking not only to immediate results, but also to the sustainability of the relationship.<\/li>\n<\/ul>\n<div>\u00a0<\/div>\n<div>The evolution of the sales role from order taker to trusted advisor <strong>is a significant milestone in sales force management.<\/strong> To be truly effective, sales compensation must reward the creation of value over time by integrating long-term KPIs, qualitative metrics and recurring incentive logic.<\/div>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-66d75a0 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"66d75a0\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.15.0 - 20-08-2023 *\/\n.elementor-widget-divider{--divider-border-style:none;--divider-border-width:1px;--divider-color:#0c0d0e;--divider-icon-size:20px;--divider-element-spacing:10px;--divider-pattern-height:24px;--divider-pattern-size:20px;--divider-pattern-url:none;--divider-pattern-repeat:repeat-x}.elementor-widget-divider .elementor-divider{display:flex}.elementor-widget-divider .elementor-divider__text{font-size:15px;line-height:1;max-width:95%}.elementor-widget-divider .elementor-divider__element{margin:0 var(--divider-element-spacing);flex-shrink:0}.elementor-widget-divider .elementor-icon{font-size:var(--divider-icon-size)}.elementor-widget-divider .elementor-divider-separator{display:flex;margin:0;direction:ltr}.elementor-widget-divider--view-line_icon .elementor-divider-separator,.elementor-widget-divider--view-line_text .elementor-divider-separator{align-items:center}.elementor-widget-divider--view-line_icon .elementor-divider-separator:after,.elementor-widget-divider--view-line_icon .elementor-divider-separator:before,.elementor-widget-divider--view-line_text .elementor-divider-separator:after,.elementor-widget-divider--view-line_text .elementor-divider-separator:before{display:block;content:\"\";border-bottom:0;flex-grow:1;border-top:var(--divider-border-width) var(--divider-border-style) var(--divider-color)}.elementor-widget-divider--element-align-left .elementor-divider .elementor-divider-separator>.elementor-divider__svg:first-of-type{flex-grow:0;flex-shrink:100}.elementor-widget-divider--element-align-left .elementor-divider-separator:before{content:none}.elementor-widget-divider--element-align-left .elementor-divider__element{margin-left:0}.elementor-widget-divider--element-align-right .elementor-divider .elementor-divider-separator>.elementor-divider__svg:last-of-type{flex-grow:0;flex-shrink:100}.elementor-widget-divider--element-align-right .elementor-divider-separator:after{content:none}.elementor-widget-divider--element-align-right .elementor-divider__element{margin-right:0}.elementor-widget-divider:not(.elementor-widget-divider--view-line_text):not(.elementor-widget-divider--view-line_icon) .elementor-divider-separator{border-top:var(--divider-border-width) var(--divider-border-style) var(--divider-color)}.elementor-widget-divider--separator-type-pattern{--divider-border-style:none}.elementor-widget-divider--separator-type-pattern.elementor-widget-divider--view-line .elementor-divider-separator,.elementor-widget-divider--separator-type-pattern:not(.elementor-widget-divider--view-line) .elementor-divider-separator:after,.elementor-widget-divider--separator-type-pattern:not(.elementor-widget-divider--view-line) .elementor-divider-separator:before,.elementor-widget-divider--separator-type-pattern:not([class*=elementor-widget-divider--view]) .elementor-divider-separator{width:100%;min-height:var(--divider-pattern-height);-webkit-mask-size:var(--divider-pattern-size) 100%;mask-size:var(--divider-pattern-size) 100%;-webkit-mask-repeat:var(--divider-pattern-repeat);mask-repeat:var(--divider-pattern-repeat);background-color:var(--divider-color);-webkit-mask-image:var(--divider-pattern-url);mask-image:var(--divider-pattern-url)}.elementor-widget-divider--no-spacing{--divider-pattern-size:auto}.elementor-widget-divider--bg-round{--divider-pattern-repeat:round}.rtl .elementor-widget-divider .elementor-divider__text{direction:rtl}.e-con-inner>.elementor-widget-divider,.e-con>.elementor-widget-divider{width:var(--container-widget-width,100%);--flex-grow:var(--container-widget-flex-grow)}<\/style>\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6c4b577 elementor-widget elementor-widget-heading\" data-id=\"6c4b577\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.15.0 - 20-08-2023 *\/\n.elementor-heading-title{padding:0;margin:0;line-height:1}.elementor-widget-heading .elementor-heading-title[class*=elementor-size-]>a{color:inherit;font-size:inherit;line-height:inherit}.elementor-widget-heading .elementor-heading-title.elementor-size-small{font-size:15px}.elementor-widget-heading .elementor-heading-title.elementor-size-medium{font-size:19px}.elementor-widget-heading .elementor-heading-title.elementor-size-large{font-size:29px}.elementor-widget-heading .elementor-heading-title.elementor-size-xl{font-size:39px}.elementor-widget-heading .elementor-heading-title.elementor-size-xxl{font-size:59px}<\/style><h3 class=\"elementor-heading-title elementor-size-default\">Vulky by Akeron <br>\nSales Performance Management<\/h3>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-84f0e13 elementor-widget elementor-widget-text-editor\" data-id=\"84f0e13\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h5 style=\"text-align: center;\">Align the sales force with the company&#8217;s strategic business objectives.<\/h5>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-51b41a0 elementor-widget elementor-widget-spacer\" data-id=\"51b41a0\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.15.0 - 20-08-2023 *\/\n.elementor-column .elementor-spacer-inner{height:var(--spacer-size)}.e-con{--container-widget-width:100%}.e-con-inner>.elementor-widget-spacer,.e-con>.elementor-widget-spacer{width:var(--container-widget-width,var(--spacer-size));--align-self:var(--container-widget-align-self,initial);--flex-shrink:0}.e-con-inner>.elementor-widget-spacer>.elementor-widget-container,.e-con-inner>.elementor-widget-spacer>.elementor-widget-container>.elementor-spacer,.e-con>.elementor-widget-spacer>.elementor-widget-container,.e-con>.elementor-widget-spacer>.elementor-widget-container>.elementor-spacer{height:100%}.e-con-inner>.elementor-widget-spacer>.elementor-widget-container>.elementor-spacer>.elementor-spacer-inner,.e-con>.elementor-widget-spacer>.elementor-widget-container>.elementor-spacer>.elementor-spacer-inner{height:var(--container-widget-height,var(--spacer-size))}<\/style>\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-1d97cf3 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1d97cf3\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-3a9b643\" data-id=\"3a9b643\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-b3a8a9d elementor-hidden-desktop elementor-hidden-tablet elementor-hidden-mobile elementor-widget elementor-widget-image\" data-id=\"b3a8a9d\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.15.0 - 20-08-2023 *\/\n.elementor-widget-image{text-align:center}.elementor-widget-image a{display:inline-block}.elementor-widget-image a img[src$=\".svg\"]{width:48px}.elementor-widget-image img{vertical-align:middle;display:inline-block}<\/style>\t\t\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/www.akeron.com\/vulki\/library\/come-creare-un-piano-incentivi-efficace\/\">\n\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"800\" src=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/blueprint_incentive_plan_2_optimized-1024x1024.jpg\" class=\"attachment-large size-large wp-image-114674\" alt=\"\" srcset=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/blueprint_incentive_plan_2_optimized-1024x1024.jpg 1024w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/blueprint_incentive_plan_2_optimized-300x300.jpg 300w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/blueprint_incentive_plan_2_optimized-150x150.jpg 150w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/blueprint_incentive_plan_2_optimized-768x768.jpg 768w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/blueprint_incentive_plan_2_optimized-1536x1536.jpg 1536w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/blueprint_incentive_plan_2_optimized-700x700.jpg 700w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/blueprint_incentive_plan_2_optimized.jpg 1600w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-4ca37d3\" data-id=\"4ca37d3\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-b69aeef elementor-hidden-desktop elementor-hidden-tablet elementor-hidden-mobile elementor-widget elementor-widget-image\" data-id=\"b69aeef\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/www.akeron.com\/vulki\/library\/semplificazione-della-gestione-dei-bonus-in-bel-france\/\">\n\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"800\" src=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/02\/carosello-cs-bel_IT_01-1-1024x1024.jpg\" class=\"attachment-large size-large wp-image-103018\" alt=\"\" srcset=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/02\/carosello-cs-bel_IT_01-1-1024x1024.jpg 1024w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/02\/carosello-cs-bel_IT_01-1-300x300.jpg 300w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/02\/carosello-cs-bel_IT_01-1-150x150.jpg 150w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/02\/carosello-cs-bel_IT_01-1-768x768.jpg 768w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/02\/carosello-cs-bel_IT_01-1-700x700.jpg 700w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/02\/carosello-cs-bel_IT_01-1.jpg 1200w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Immagine di freepik From Order Taker to Trusted Advisor Nen recent years, the role of the salesperson has undergone a radical transformation. The traditional order taker, with their transactional and short-term focus, is being replaced by a more evolved figure: the trusted advisor. This professional creates value by supporting the customer throughout the decision-making process. [&hellip;]<\/p>\n","protected":false},"author":30,"featured_media":121875,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[286,1],"tags":[],"post_folder":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>From Order Taker to Trusted Advisor: The Impact on Sales Compensation<\/title>\n<meta name=\"description\" content=\"How the shift from order taker to trusted advisor is reshaping sales compensation, incentives, KPIs, and long-term value creation.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.akeron.com\/vulki\/en\/how-is-the-role-of-sales-changing-and-what-impact-does-this-have-on-sales-compensation\/\" \/>\n<meta property=\"og:locale\" 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