David J Cichelli

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

• Gebundenes Buch

Produktbeschreibung

Leverage the full power of your sales force with a cutting-edge compensation program Salespeople are motivated by many things-and how they're 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. You'll 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 compensation-from CEOs and sales managers to HR personnel to IT professionals-Compensating the Sales Force provides all the tools you need to design and implement a sales compensation plan that increases profits¿and drives the sales team to exceed sales targets.

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Produktdetails

• Verlag: McGraw Hill LLC
• 3rd edition
• Seitenzahl: 352
• Erscheinungstermin: 22. November 2017
• Englisch
• Abmessung: 237mm x 161mm x 34mm
• Gewicht: 551g
• ISBN-13: 9781260026818
• ISBN-10: 1260026817
• Artikelnr.: 48250937

Autorenporträt

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

Inhaltsangabe

Acknowledgments
Preface
Introduction
1. Why Sales Compensation? The Role of the Sales Force Why Sales
Compensation Works The Power of Sales Compensation Job Content-The Source
of Sales Compensation Design Sales Jobs and Sales Process Sales
Compensation-Paying for the Point of Persuasion Sales Force Obsolescence
and Sales Compensation The Impact of Customer Relationship Management What
Can Go Wrong? Summary
2. Sales Compensation Fundamentals Variable Compensation Models Income
Producers versus Sales Representatives About Sales Compensation Concepts
Sales Compensation Design Elements for Sales Representatives Eligibility
Target Total Cash Compensation Pay Mix and Leverage Performance Measures
and Weights Quota Distribution Performance Range Performance and Payment
Periods Summary
3. Who Own Sales Compensation? Sales Compensation Program Ownership Program
Accountabilities Assignment of Program Accountabilities-Large Sales
Organizations Using Committees Sales Compensation-The Process Manager
Summary
4. Why Job Content Drives Sales Compensation Design Job Content Drives
Sales Compensation Design Sales Job Components Sales Job Type Inventory Job
Levels Job Design Errors Sales Compensation Practices by Job Types Summary
5. Formula Types Types of Plans Illustrating Formula Payouts with Sales
Compensation Formula Graphs Unit Rate Plans Target Pay Incentive Plans:
Commission versus Bonus Target Incentive Plans: Commission Formula About
Link Designs Bonus Formula: Providing Equal Earning Opportunities When
Territories Are Dissimilar in Size Target Bonus Plans Bonus-Calculation
Basis Special Designs Add-On Plans Base Salaries Summary
6. Formula Construction Fundamentals of Sales Compensation Formulas The
Economics of Income Producers Advanced Thinking about Income Producer
Commission Rates Constructing Sales Representative Formula Formula
Construction Worksheets Summary
7. Plan Cost Modeling Modeling Objectives Successful Plan Modeling Steps
Summary
8. Support Programs: Territories, Quotas, and Crediting Territory
Configuration Quota Management Sales Crediting Summary
9. Employment Status and Pay Implications New Hires Lateral Transfers
Promotions Involuntary Terminations Resignations Leave of Absence Vacation
Treatment Temporarily Assigned Accounts Summary
10. Difficult-to-Compensate Sales Jobs Channel Sales Representative Long
Sales Cycle Mega-Order Seller Business Development Specification Seller
Strategic Account Manager Pursuit Team New Account Seller Account Manager
Overlay Specialist New Hire Branch Manager House Account Manager Sell and
Deliver Service Providers Merchandiser Summary 11. Small Companies, Big
Companies-Sales Compensation Solutions Does Company Size Affect Sales
Compensation? Small Business, Small Sales Force Fast-Growing Start-Up
Companies Cottage-Style Growth Companies Large Companies Summary
12. Compensating the Complex Sales Organization Examples of Complex Sales
Organizations Challenges for Sales Compensation Preferred Sales
Compensation Outcomes Sales Compensation Rules for Complex Sales Entities
Summary
13. Global Sales Compensation The Philosophy of Internationalism versus
Globalism Sales Compensation-A Local Solution Global Trigger Conditions
Global Sales Compensation Solutions Trends in Global Sales Compensation
Practices Summary
14. Administration Administration Components How to Avoid Unnecessary
Administrative Burdens Summary
15. Implementation and Communication Implementation Communication Summary
16. Program Assessment Strategic Alignment Employee Motivation Best-
Practice Variance Return on Investment Program Management Summary
17. Sales Compensation Design The Sales Compensation Design Process 10
Steps to Sales Compensation Design Summary
Closing Notes
Appendix A: Sales Compensation Design Principles Appendix B: Sample Sales
Compensation Plan Appendix C: Sales Compensation Survey Companies Appendix
D: Sales Compensation Administration Software Vendors
Index