Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs

Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs By David J. Cichelli
Publisher: Mc.Graw-Hill 2010 | 272 Pages | ISBN: 0071739025 | File type: PDF | 2 mb



The classic guide to raising your bottom line with the perfect compensation strategy梖ully revised and updated!
Sales compensation WORKS!
Nothing motivates a sales force better than a powerful compensation program. And when your salespeople are motivated, revenue soars. But how do you design a program ideally suited for your business strategy and organizational needs? It抯 a delicate balance that makes all the difference between profit and loss.
More and more sales leaders have turned to Compensating the Sales Force to help them discover problems in their present system and create a compensation program that works best for their needs. Now, in the second edition of this authoritative, jargon-free handbook, sales compensation guru David J. Cichelli brings you completely up to date on setting target pay, selecting the right performance measures, and establishing quotas. He supplies clear guidelines for building the right compensation plan for any type of firm, of any size, in any industry, and he offers step-by-step procedures for implementing each approach.
In Compensating the Sales Force, second edition, Cichelli has substantially expanded the book抯 popular formula section, and he provides brandnew examples of:
Income producer plans
Sales rep commission plans
Bonus plans
Incentive plans
Base Salary management plans
The book also includes all-new chapters for global, complex sales organizations and hard-to-compensate sales jobs.
Using the lessons in Compensating the Sales Force, you抣l construct and calculate accurate formulas for payout purposes and establish highly efficient support programs, such as sales crediting and account assignment.
Complete with dozens of real-world examples that illustrate important points and demonstrate specific techniques and procedures, Compensating the Sales Force provides all the tools you need to design and implement a sales compensation plan that maximizes profits梐nd keeps them climbing.
With brand-new chapters on GLOBAL SALES TEAMS amd COMPLEX SALES ORGANIZATIONS!

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