Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs (MARKETING/SALES/ADV & PROMO) - Hardcover
Synopsis
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.
"synopsis" may belong to another edition of this title.
About the Author
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide
From the Back Cover
"I've personally used and have recommended the previous two printings of this book to both novice and advanced sales compensation practitioners. This edition adds to a strong foundation of extremely usable information."Rick L. Butler Sr. Director, Sales Compensation COE Cisco Systems
"This book is an essential resource for both new and seasoned professionals looking for innovative sales compensation programs. Love the additions including the sales comp principles in this third edition!"Nadia Cerisano, CCP, CEB, CHRL Director, Global Incentives & Sales Compensation Xerox Inc.
"I consider David's book to be the standard for all stakeholders responsible for sales compensation design. It offers the right balance between design concepts, practical examples and tools so that practitioners to CEOs are able to create effective sales compensation plans."Keith Briscoe Vice President, Global Sales Compensation Dell EMC
"I recommend this book to our global compensation and sales operations teams. David Cichelli's book offers solutions for complex roles and how to compensate sellers on a worldwide basis."Lisa Martin CCP, CBP, CSCP, GRP, WLCP Director, Global Compensation Rockwell Automation
"About this title" may belong to another edition of this title.
Search results for Compensating the Sales Force, Third Edition: A Practical...
Seller Image
Compensating the Sales Force : A Practical Guide to Designing Winning Sales Reward Programs
Seller: GreatBookPrices, Columbia, MD, U.S.A.
Seller rating 5 out of 5 stars
Condition: New. Seller Inventory # 29349314-n
Seller Image
Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs (Hardback or Cased Book)
Published by
McGraw-Hill Education 11/22/2017, 2017
ISBN 10: 1260026817
ISBN 13: 9781260026818
New
Hardcover
Seller: BargainBookStores, Grand Rapids, MI, U.S.A.
Seller rating 5 out of 5 stars
Hardback or Cased Book. Condition: New. Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs. Book. Seller Inventory # BBS-9781260026818
Stock Image
Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs
Seller: Lucky's Textbooks, Dallas, TX, U.S.A.
Seller rating 5 out of 5 stars
Condition: New. Seller Inventory # ABLIING23Mar2411530026611
Stock Image
Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs
Seller: California Books, Miami, FL, U.S.A.
Seller rating 5 out of 5 stars
Condition: New. Seller Inventory # I-9781260026818
Seller Image
Compensating the Sales Force : A Practical Guide to Designing Winning Sales Reward Programs
Seller: GreatBookPrices, Columbia, MD, U.S.A.
Seller rating 5 out of 5 stars
Condition: As New. Unread book in perfect condition. Seller Inventory # 29349314
Seller Image
Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs (Hardcover)
Published by
McGraw-Hill Education, OH, 2017
ISBN 10: 1260026817
ISBN 13: 9781260026818
New
Hardcover
Seller: Grand Eagle Retail, Bensenville, IL, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: new. Hardcover. Leverage the full power of your sales force with a cutting-edge compensation program Salespeople are motivated by many thingsand how theyre 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. Youll learn everything there is to know about: Why job content drives sales compensation designMethods for calculating formulas for payout purposesThe roles of quota allocation, sales crediting, and account assignment Compensating a complex sales organization and global sales teamsAdministering, monitoring, and measuring the effectiveness of the programAn indispensable resource for anyone involved in sales compensationfrom CEOs and sales managers to HR personnel to IT professionalsCompensating the Sales Force provides all the tools you need to design and implement a sales compensation plan that increases profitsand drives the sales team to exceed sales targets. Shipping may be from multiple locations in the US or from the UK, depending on stock availability. Seller Inventory # 9781260026818
Seller Image
Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs
Published by
McGraw-Hill Education, US, 2017
ISBN 10: 1260026817
ISBN 13: 9781260026818
New
Hardcover
Seller: Rarewaves USA, OSWEGO, IL, U.S.A.
Seller rating 5 out of 5 stars
Hardback. Condition: New. 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 programAn 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. Seller Inventory # LU-9781260026818
Stock Image
Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs (MARKETING/SALES/ADV & PROMO)
Seller: Sell Books, Elland, YORKS, United Kingdom
Seller rating 5 out of 5 stars
hardcover. Condition: Very Good. Most of our very good books have only minor imperfections such as shelf wear consistent with a new book that's sat on a bookshop shelf for a year or two. Occasionally we may miss other minor imperfections as we have to grade books at speed. Our books are dispatched from a Yorkshire former cotton mill. We list via barcode/ISBN so please note that the images are stock images and may not be the exact copy you receive, furthermore the details about edition and year might not be accurate as many publishers reuse the same ISBN for multiple editions and as we simply scan a barcode or enter an ISBN we do not check the validity of the edition data when listing. If you're looking for an exact edition please don't order (at least not without checking with us first, although we don't always have time to check). We aim to dispatch prompty, the service used will depend on order value and book size. We can ship to most countries, see our shipping policies. Payment is via Abe only. Seller Inventory # L-BBQ00898-MIX-20250513-VG
Buy Used
£ 40.38
£ 12.15 shipping
Ships from United Kingdom to U.S.A.
Ships from United Kingdom to U.S.A.
Quantity: 1 available
Seller Image
Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs
Published by
McGraw-Hill Education, US, 2017
ISBN 10: 1260026817
ISBN 13: 9781260026818
New
Hardcover
Seller: Rarewaves.com USA, London, LONDO, United Kingdom
Seller rating 5 out of 5 stars
Hardback. Condition: New. 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 programAn 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. Seller Inventory # LU-9781260026818
Buy New
£ 57.46
Free Shipping
Ships from United Kingdom to U.S.A.
Ships from United Kingdom to U.S.A.
Quantity: Over 20 available
Seller Image
Compensating the Sales Force : A Practical Guide to Designing Winning Sales Reward Programs
Seller: GreatBookPricesUK, Woodford Green, United Kingdom
Seller rating 5 out of 5 stars
Condition: As New. Unread book in perfect condition. Seller Inventory # 29349314
Buy Used
£ 44.95
£ 15 shipping
Ships from United Kingdom to U.S.A.
Ships from United Kingdom to U.S.A.
Quantity: Over 20 available