Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs: David J. Cichelli

  • 4h 18m
  • David J. Cichelli
  • McGraw-Hill
  • 2018

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.

About the Author

David J. Cichelli is the Senior Vice President of The Alexander Group. He has been an instructor for Columbia University's Sales Management Program and is the author of WorldatWork's certification classes on sales compensation. Cichelli's clients include leading companies from such industries as financial services, high-tech, software, telecom, wholesale, consumer goods, health care, and many others.

In this Book

  • Introduction
  • Why Sales Compensation?
  • Sales Compensation Fundamentals
  • Who Owns Sales Compensation?
  • Why Job Content Drives Sales Compensation Design
  • Formula Types
  • Formula Construction
  • Plan Cost Modeling
  • Support Programs—Territories, Quotas, and Crediting
  • Employment Status and Pay Implications
  • Difficult-to-Compensate Sales Jobs
  • Small Companies, Big Companies—Sales Compensation Solutions
  • Compensating the Complex Sales Organization
  • Global Sales Compensation
  • Administration
  • Implementation and Communication
  • Program Assessment
  • Sales Compensation Design
  • Closing Notes