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

Leverage the full power of your sales force with a cutting-edge compensation program 

salespeople are motivated by many thingsand how theyre paid tops the list. sales compensation is one of the best tools for motivating any sales force and thus maximizing business revenue. do you have strategically aligned sales compensation plans or are your pay plans holding back your sales force? 

Compensating the Sales Force has helped thousands of business leaders worldwide create sales compensation programs that drive sales performance, increase revenue, and trigger business growth. Now, this new edition brings you fully up to date with new approaches for a business landscape where product/solution objectives and customer needs are in constant in flux. 

sales guru david cichelli provides everything you need to build an incentive plan that delivers real financial results. he takes you step-by-step through the process of setting target pay, selecting the right performance measures, and establishing quotas. youll learn everything there is to know about: 

Why job content drives sales compensation design

Methods for calculating formulas for payout purposes

The roles of quota allocation, sales crediting, and account assignment 

Compensating a complex sales organization and global sales teams

Administering, monitoring, and measuring the effectiveness of the program

an indispensable resource for anyone involved in sales compensationfrom ceos and sales managers to hr personnel to it professionalsCompensating the Sales Force provides all the tools you need to design and implement a sales compensation plan that increases profitsand drives the sales team to exceed sales targets.