Compensating the Sales Force: A Practical Guide to Designing Winning Sales Compensation Plans

Compensating the Sales Force: A Practical Guide to Designing Winning Sales Compensation Plans, 9780071411882 (0071411887), McGraw-Hill, 2003

Design a sales compensation plan that sends profits soaring

Sales compensation works! It's the most effective tool managers have for motivating the sales force, improving their performance, and increasing profits. Creating a winning compensation plan, however, requires careful analysis, accurate calculation, and a clear understanding of sales compensation fundamentals.

Compensating the Sales Force provides expert guidance in the strategic, tactical, and technical aspects of sales compensation plan design. It supplies clear guidelines for selecting the right compensation plan for any type of firm, of any size, in any industry, and it offers step-by-step procedures for implementing each approach. This unique, jargon-free handbook gives managers the expertise they need to:

Set target pay
Select the right performance measures
Establish quotas
Determine the mix and upside opportunity
Construct and calculate the most effective formula

Implement support, administration, communication and assessment programs

About the Author

David J. Cichelli has 20 years of experience designing sales compensation packages for companies large and small, including Verizon, Charles Schwab, FedEx, and Hewlett Packard.

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