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

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Product Overview

For nearly a decade, Compensating the Sales Force has been the most popular guide for sales managers seeking to design and implement an effective program for getting peak performance from their people. This fully updated edition has brand-new information that helps you lead your sales force---and your company---to greater profitability in no time.

"If your company is refocusing its efforts on sales revenue enhancement, you must read this book. If you want motivated salespeople and superior sales results, act on its content." ---Noel Capon, R. C. Kopf Professor of International Marketing, Chair of Marketing Division, Graduate School of Business, Columbia University

"This book provides great guidance for any business leader who wants to capitalize on sales compensation as a tool for driving business results." ---Rick Justice, Executive Vice President, Worldwide Operations and Business Development, Cisco Systems

"Dave Cichelli is the premiere sales compensation educator today. You will immediately find this work informative, helpful, [and] thought-provoking." ---Mark Englizian, former Director of Global Compensation,' Microsoft Corporation

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's 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.

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'll 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---and keeps them climbing.

Specifications

Publisher McGraw-Hill
Mfg Part# 9780071739023
SKU 212984965
Format Hardcover
ISBN10 0071739025
Release Date 7/16/2010
Product Attributes
eBooks Kobo
Book Format Hardcover
Edition 0002
Number of Pages 0275
Publisher McGraw-Hill

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