The Complete Guide To Sales Force Incentive Compensation: How To Design and Implement Plans That Work
"If you’re like most sales leaders, your incentive program is a constant challenge, as you try to jumpstart sales, energize a geographically dispersed and autonomous workforce, and motivate salespeople to achieve ambitious revenue goals. And sometimes it seems like you just don’t know what works; your products and markets are changing, the incentive program that was so successful last year no longer produces the desired results, or perhaps the generous incentive program you created has...
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Every year corporations spend $200 billion compensating their sales forces, with widely varying results. By using The Complete Guide to Sales Force Incentive Compensation you can make sure every dollar you spends helps you create an empowered, effective sales force that drives your company's success. Packed with ready-to-use formulas, assessment tools and a wealth of insights from frontline sales managers and executives, this is your hands-on, easy-to-read "playbook" for making crucially important decisions.
Ch. 1Sales force incentive compensation and the successful sales organizationCh. 2Reviewing a current incentive compensation plan and setting objectives for a new planCh. 3Plan design fundamentalsCh. 4Plan design part 1 : determining the correct pay levelCh. 5Plan design part 2 : finding the best salary-incentive mixCh. 6Plan design part 3 : selecting performance measuresCh. 7Plan design part 4 : determining the right performance-payout relationshipCh. 8Evaluating proposed sales incentive compensation plan alternatives and selecting a new planCh. 9Setting effective goals and objectivesCh. 10Increasing sales force motivation through sales contests, SPIFFs, and recognition programsCh. 11Making an effective transition with a major incentive compensation plan changeCh. 12Incentive compensation plan administration
\ From the Publisher“[The authors] wrote a definitive book on this topic... I highly recommend it.”\ -BusinessWeek Online\ “Andris Zoltners, Parbhakant Sinha, and Sally Lorimer wrote a definitve book on this topic, The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans that Work (Amacom, 2006). It’s about 500 pages long and costs $65. That may sound expensive until you realize that’s the cost of about 30 minutes of consulting, and less than the price of one ‘please don’t leave us to work for our competitor’ lunch, I highly recommend it.”\ --Michelle Nichols, BusinessWeek.com columnist\ \ \
