||1 of 1 people found the following review helpful.| "THE" definitive guide to sales compensation|By Jeremey Donovan|Though the book is not exactly presented this way, it delivers the following step formula for designing sales rep compensation: 1. Determine eligibility 2. Align sales jobs with customers 3. Identify target total cash compensation 4. Determine the pay mix of the plan 5. Establish the pay l|About the Author||David J. Cichelli (Scottsdale, AZ) is Senior Vice President of TheAlexander Group. He has been an instructor atseveral academic institutions, including ColumbiaUniversity. He is a frequent speaker at nationalassociat
The classic guide to raising your bottom line with the perfect compensation strategy—fully revised and updated!
Sales compensation WORKS!
Nothing motivates a sales force better than a powerful compensation program. And when your salespeople are motivated, revenue soars. But how do you design a program ideally suited for your business strategy and organizational needs? It’s a delicate balance that makes all the difference between profi...
[PDF.aw74] Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs, Second Edition (Marketing/Sales/Adv & Promo) Rating: 3.84 (430 Votes)
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