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Compensating the Sales Force
McGraw-Hill 2003; US$ 34.95Compensating the Sales Force is a uniquely jargon-free, how-to guide to all major sales compensation concepts and formulas. Using real-world examples, guru David J. Cichelli:.:.; Helps readers select the right compensation strategy for their firm.; Provides step-by-step guidance to implementing various approaches.; Simplifies the mathematical formulas... more...
Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs, Second Edition
McGraw-Hill Education 2010; US$ 39.95The classic guide to raising your bottom line with the right compensation strategy?fully revised and updated Since 2002, Compensating the Sales Force has been the most popular guide to use compensation as an effective tool for impacting the performance of sales teams. Sales leaders have turned time and again to this authoritative, jargon-free... more...
The Sales Growth Imperative: How World Class Sales Organizations Successfully Manage the Four Stages of Growth
McGraw-Hill Education 2010; US$ 34.00You beat the recession. Are you ready for the rebound ? As quickly as the economy went bad, things are getting better. But the rewards won?t be automatic. You need to prepare for the new business-growth trend. The Sales Growth Imperative steers you in the right direction. Foreseeing the unique challenges business growth presents... more...
Designing Sales Compensation Plans
WorldatWork Press 2005; US$ 20.95This booklet explains the following aspects of designing an effective sales compensation plan: linking the sales compensation plan to business strategy; establishing the design team; assessing the current plan; designing the new plan; implementing the new plan; and evaluating results. more...
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