Read 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

David J. Cichelli

4.9/5 (26788 ratings)

Description:The classic guide to raising your bottom line with the perfectcompensation strategy—fully revised and updated! Sales compensation WORKS!Nothing motivates a sales force better than apowerful compensation program. And whenyour salespeople are motivated, revenue soars. Buthow do you design a program ideally suited for yourbusiness strategy and organizational needs? It’sa delicate balance that makes all the differencebetween profit and loss.More and more sales leaders have turned to Compensatingthe Sales Force to help them discoverproblems in their present system and create a compensationprogram that works best for their needs.Now, in the second edition of this authoritative,jargon-free handbook, sales compensation guruDavid J. Cichelli brings you completely up to date onsetting target pay, selecting the right performancemeasures, and establishing quotas. He suppliesclear guidelines for building the right compensationplan for any type of firm, of any size, in anyindustry, and he offers step-by-step procedures forimplementing each approach.In Compensating the Sales Force, second edition,Cichelli has substantially expanded the book’spopular formula section, and he provides brandnewexamples 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-compensatesales jobs.Using the lessons in Compensating the Sales Force,you’ll construct and calculate accurate formulas forpayout purposes and establish highly efficient supportprograms, such as sales crediting and accountassignment.Complete with dozens of real-world examples thatillustrate important points and demonstrate specifictechniques and procedures, Compensatingthe Sales Force provides all the tools you need todesign and implement a sales compensation planthat maximizes profits—and keeps them climbing. With brand-new chapters on GLOBAL SALES TEAMS amd COMPLEX SALES ORGANIZATIONS! Praise for the first edition of Compensating the Sales Force: “If your company is refocusing its efforts on sales revenueenhancement, you must read this book. If you want motivatedsalespeople and superior sales results, act on its content.”Noel Capon, R. C.We have made it easy for you to find a PDF Ebooks without any digging. And by having access to our ebooks online or by storing it on your computer, you have convenient answers with Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs. To get started finding Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs, you are right to find our website which has a comprehensive collection of manuals listed.
Our library is the biggest of these that have literally hundreds of thousands of different products represented.

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Format: PDF, EPUB & Kindle Edition

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ISBN: 0071742344

Description: The classic guide to raising your bottom line with the perfectcompensation strategy—fully revised and updated! Sales compensation WORKS!Nothing motivates a sales force better than apowerful compensation program. And whenyour salespeople are motivated, revenue soars. Buthow do you design a program ideally suited for yourbusiness strategy and organizational needs? It’sa delicate balance that makes all the differencebetween profit and loss.More and more sales leaders have turned to Compensatingthe Sales Force to help them discoverproblems in their present system and create a compensationprogram that works best for their needs.Now, in the second edition of this authoritative,jargon-free handbook, sales compensation guruDavid J. Cichelli brings you completely up to date onsetting target pay, selecting the right performancemeasures, and establishing quotas. He suppliesclear guidelines for building the right compensationplan for any type of firm, of any size, in anyindustry, and he offers step-by-step procedures forimplementing each approach.In Compensating the Sales Force, second edition,Cichelli has substantially expanded the book’spopular formula section, and he provides brandnewexamples 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-compensatesales jobs.Using the lessons in Compensating the Sales Force,you’ll construct and calculate accurate formulas forpayout purposes and establish highly efficient supportprograms, such as sales crediting and accountassignment.Complete with dozens of real-world examples thatillustrate important points and demonstrate specifictechniques and procedures, Compensatingthe Sales Force provides all the tools you need todesign and implement a sales compensation planthat maximizes profits—and keeps them climbing. With brand-new chapters on GLOBAL SALES TEAMS amd COMPLEX SALES ORGANIZATIONS! Praise for the first edition of Compensating the Sales Force: “If your company is refocusing its efforts on sales revenueenhancement, you must read this book. If you want motivatedsalespeople and superior sales results, act on its content.”Noel Capon, R. C.We have made it easy for you to find a PDF Ebooks without any digging. And by having access to our ebooks online or by storing it on your computer, you have convenient answers with Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs. To get started finding Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs, you are right to find our website which has a comprehensive collection of manuals listed.
Our library is the biggest of these that have literally hundreds of thousands of different products represented.

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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

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