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. 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 salescompensation as a tool for driving business results.”
Rick Justice, Executive Vice President, Worldwide Operations andBusiness Development, Cisco Systems
“Dave Cichelli is the premiere sales compensation educator today. You will immediately findthis work informative, helpful, [and] thought-provoking.”
Mark Englizian, former Director of Global Compensation, Microsoft Corporation