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Compensating the sales force : a practical guide to designing winning sales reward programs

Author: David J Cichelli
Publisher: New York : McGraw-Hill, [2018] ©2018
Edition/Format:   eBook : Document : English : Third editionView all editions and formats

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Genre/Form: Electronic books
Additional Physical Format: Print version:
Cichelli, David J.
Compensating the sales force.
New York : McGraw-Hill, [2018]
(DLC) 2017025064
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: David J Cichelli
ISBN: 9781260026825 1260026825
OCLC Number: 1017738670
Description: 1 online resource (1 volume) : illustrations
Contents: Acknowledgments Preface Introduction 1. Why Sales Compensation? The Role of the Sales Force Why Sales Compensation Works The Power of Sales Compensation Job Content-The Source of Sales Compensation Design Sales Jobs and Sales Process Sales Compensation-Paying for the Point of Persuasion Sales Force Obsolescence and Sales Compensation The Impact of Customer Relationship Management What Can Go Wrong?Summary 2. Sales Compensation Fundamentals Variable Compensation Models Income Producers versus Sales Representatives About Sales Compensation Concepts Sales Compensation Design Elements for Sales Representatives Eligibility Target Total Cash Compensation Pay Mix and Leverage Performance Measures and Weights Quota Distribution Performance Range Performance and Payment Periods Summary 3. Who Own Sales Compensation? Sales Compensation Program Ownership Program AccountabilitiesAssignment of Program Accountabilities-Large Sales Organizations Using Committees Sales Compensation-The Process Manager Summary 4. Why Job Content Drives Sales Compensation Design Job Content Drives Sales Compensation Design Sales Job Components Sales Job Type Inventory Job Levels Job Design Errors Sales Compensation Practices by Job Types Summary 5. Formula Types Types of Plans Illustrating Formula Payouts with Sales Compensation Formula Graphs Unit Rate Plans Target Pay Incentive Plans: Commission versus Bonus Target Incentive Plans: Commission Formula About Link Designs Bonus Formula: Providing Equal Earning Opportunities When Territories Are Dissimilar in Size Target Bonus Plans Bonus-Calculation Basis Special DesignsAdd-On Plans Base Salaries Summary 6. Formula Construction Fundamentals of Sales Compensation Formulas The Economics of Income Producers Advanced Thinking about Income Producer Commission Rates Constructing Sales Representative Formula Formula Construction Worksheets Summary 7. Plan Cost Modeling Modeling Objectives Successful Plan Modeling StepsSummary8. Support Programs: Territories, Quotas, and Crediting Territory Configuration Quota ManagementSales CreditingSummary9. Employment Status and Pay Implications New Hires Lateral TransfersPromotionsInvoluntary TerminationsResignationsLeave of AbsenceVacation TreatmentTemporarily Assigned AccountsSummary10. Difficult-to-Compensate Sales Jobs Channel Sales RepresentativeLong Sales Cycle Mega-Order SellerBusiness Development Specification SellerStrategic Account ManagerPursuit TeamNew Account SellerAccount ManagerOverlay SpecialistNew HireBranch ManagerHouse Account ManagerSell and Deliver Service ProvidersMerchandiserSummary 11. Small Companies, Big Companies-Sales Compensation Solutions Does Company Size Affect Sales Compensation? Small Business, Small Sales ForceFast-Growing Start-Up Companies Cottage-Style Growth CompaniesLarge CompaniesSummary12. Compensating the Complex Sales Organization Examples of Complex Sales Organizations Challenges for Sales Compensation Preferred Sales Compensation OutcomesSales Compensation Rules for Complex Sales EntitiesSummary13. Global Sales Compensation The Philosophy of Internationalism versus Globalism Sales Compensation-A Local SolutionGlobal Trigger ConditionsGlobal Sales Compensation SolutionsTrends in Global Sales Compensation PracticesSummary14. Administration Administration Components How to Avoid Unnecessary Administrative Burdens Summary15. Implementation and Communication Implementation CommunicationSummary16. Program Assessment Strategic Alignment Employee MotivationBest- Practice VarianceReturn on InvestmentProgram ManagementSummary 17. Sales Compensation Design The Sales Compensation Design Process 10 Steps to Sales Compensation DesignSummaryClosing Notes Appendix A: Sales Compensation Design Principles Appendix B: Sample Sales Compensation Plan Appendix C: Sales Compensation Survey CompaniesAppendix D: Sales Compensation Administration Software Vendors Index
Responsibility: David J. Cichelli.


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