David J. Cichelli - Compensating the Sales Force: A Practical Guide to Designing Winning Sales Compensation Plans (Repost)

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

Thanks to original uploader!