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

Business & Finance, Marketing & Sales, Sales & Selling
Cover of the book Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs, Second Edition by David J. Cichelli, McGraw-Hill Education
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: David J. Cichelli ISBN: 9780071742344
Publisher: McGraw-Hill Education Publication: June 17, 2010
Imprint: McGraw-Hill Education Language: English
Author: David J. Cichelli
ISBN: 9780071742344
Publisher: McGraw-Hill Education
Publication: June 17, 2010
Imprint: McGraw-Hill Education
Language: English

The classic guide to raising your bottom line with the perfect compensation strategy—fully 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’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.

In Compensating the Sales Force, second edition, Cichelli has substantially expanded the book’s 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’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.

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 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

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

The classic guide to raising your bottom line with the perfect compensation strategy—fully 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’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.

In Compensating the Sales Force, second edition, Cichelli has substantially expanded the book’s popular formula section, and he provides brandnew examples of:

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.

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 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

More books from McGraw-Hill Education

Cover of the book Vipers in the Storm: Diary of a Gulf War Fighter Pilot by David J. Cichelli
Cover of the book OCA Oracle Database 12c SQL Fundamentals I Exam Guide (Exam 1Z0-061) by David J. Cichelli
Cover of the book PRMIA Guide to the Energy Markets by David J. Cichelli
Cover of the book Contemporary Social Work Practice: A Handbook For Students by David J. Cichelli
Cover of the book Neuromuscular Disorders, 2nd Edition by David J. Cichelli
Cover of the book The Birth of Plenty: How the Prosperity of the Modern Work was Created by David J. Cichelli
Cover of the book Strategy from the Outside In: Profiting from Customer Value by David J. Cichelli
Cover of the book NTC's Dictionary of Everyday American English Expressions by David J. Cichelli
Cover of the book The Shopper Economy: The New Way to Achieve Marketplace Success by Turning Behavior into Currency by David J. Cichelli
Cover of the book How to Start Trading Options : A Self-Teaching Guide for Trading Options Profitably: A Self-Teaching Guide for Trading Options Profitably by David J. Cichelli
Cover of the book The Disney Way:Harnessing the Management Secrets of Disney in Your Company, Third Edition by David J. Cichelli
Cover of the book Resident Readiness Internal Medicine by David J. Cichelli
Cover of the book Neonatology: Clinical Practice and Procedures by David J. Cichelli
Cover of the book Commercial Aviation Safety, Sixth Edition by David J. Cichelli
Cover of the book Space Planning for Commercial and Residential Interiors by David J. Cichelli
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy