{"product_id":"compensating-the-sales-force-a-practical-guide-to-designing-winning-sales-reward-programs-second-edition-9780071739023","title":"Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs, Second Edition","description":"\u003cdiv class=\"book-description\"\u003e\n\u003cp\u003e\u003cstrong\u003eCompensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs, Second Edition\u003c\/strong\u003e by Cichelli, David. hardcover edition. ISBN: 9780071739023.\u003c\/p\u003e\n\u003cp\u003eThe classic guide to raising your bottom line with the perfect compensation strategy―fully revised and updated!\nSales compensation WORKS!\nNothing 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 profit and loss.\nMore and more sales leaders have turned to Compensating the Sales Force to help them discover problems in their present system and create a compensation program that works best for their needs. Now, in the second edition of this authoritative, jargon-free handbook, sales compensation guru David J. Cichelli brings you completely up to date on setting target pay, selecting the right performance measures, and establishing quotas. He supplies clear guidelines for building the right compensation plan for any type of firm, of any size, in any industry, and he offers step-by-step procedures for implementing each approach.\nIn Compensating the Sales Force, second edition, Cichelli has substantially expanded the book’s popular formula section, and he provides brandnew examples of: Income producer plans Sales rep commission plans Bonus plans Incentive plans Base Salary management plans\nThe book also includes all-new chapters for global, complex sales organizations and hard-to-compensate sales jobs.\nUsing the lessons in Compensating the Sales Force, you’ll construct and calculate accurate formulas for payout purposes and establish highly efficient support programs, such as sales crediting and account assignment.\nComplete with dozens of real-world examples that illustrate important points and demonstrate specific techniques and procedures, Compensating the Sales Force provides all the tools you need to design and implement a sales compensation plan that maximizes profits―and keeps them climbing.\nWith brand-new chapters on GLOBAL SALES TEAMS amd COMPLEX SALES ORGANIZATIONS!\nPraise for the first edition of Compensating the Sales Force:\n“If your company is refocusing its efforts on sales revenue enhancement, you must read this book. If you want motivated salespeople and superior sales results, act on its content.”\nNoel Capon, R. C. Kopf Professor of International Marketing, Chair of Marketing Division, Graduate School of Business, Columbia University\n“This book provides great guidance for any business leader who wants to capitalize on sales compensation as a tool for driving business results.”\nRick Justice, Executive Vice President, Worldwide Operations and Business Development, Cisco Systems\n“Dave Cichelli is the premiere sales compensation educator today. You will immediately find this work informative, helpful, [and] thought-provoking.”\nMark Englizian, former Director of Global Compensation, Microsoft Corporation\u003c\/p\u003e\n\u003c\/div\u003e","brand":"McGraw-Hill Education","offers":[{"title":"Default Title","offer_id":44966514917429,"sku":"ByrdShop_0071739025","price":25.44,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0627\/8139\/0901\/files\/9780071739023_4905891d-6a6c-4a06-a58b-955a90c5be19.jpg?v=1778717330","url":"https:\/\/atxbooks.com\/products\/compensating-the-sales-force-a-practical-guide-to-designing-winning-sales-reward-programs-second-edition-9780071739023","provider":"ATX Books","version":"1.0","type":"link"}