The Sales Compensation Handbook
"Now in an updated and expanded edition, The Sales Compensation Handbook provides the information and tools needed to design and implement top-notch sales compensation programs.\ This authoritative reference from experts at Towers Perrin provides guidance on all aspects of compensating salespeople, including cash and non-cash incentives\ • base salary, bonus, and commission scales\ • team-selling roles and implications\ • linking compensation to company culture, and much more.\ Sales managers...
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Now in an updated and expanded edition, The Sales Compensation Handbook provides the information and tools needed to design and implement top-notch sales compensation programs.This authoritative reference from experts at Towers Perrin provides guidance on all aspects of compensating salespeople, including cash and non-cash incentives • base salary, bonus, and commission scales • team-selling roles and implications • linking compensation to company culture, and much more.Sales managers and compensation professionals alike will find this comprehensive resource a valuable tool for building sales rep productivity.
PrefaceAcknowledgments1Sales Compensation - One Component of an Effective Sales Management System12Cultural Influences on Sales Compensation Strategy133Assessing Sales Effectiveness234Checking for Problems405What to Do Now?526Organizing for Effectiveness657The Linkage Between Sales Roles and Compensation798Selecting Performance Measures949Making Pay Comparisons11210Establishing Guiding Principles13611Selecting From the Menu of Plan Design Alternatives14012Packaging Compensation Risk15213Using Mechanics to Fine-Tune a Plan Design15614Analyzing the Cost of the Plan16915Plan Documentation18416Implementing the Sales Compensation Program20017Setting Reasonable Goals22818Designing Plans for Specialized Selling Roles24419Measuring and Rewarding Team Selling25720Compensating the Sales Manager27121Total Rewards Package28122Managing the Other Drivers of Sales Performance296Glossary309Index312About the Editor321Contributors322
