The Sales Compensation Handbook / Edition 2

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Overview

Now in an updated and expanded edition, The Sales Compensation Handbook provides the information and tools needed to design and implement top-notch sales compensation programs.

This authoritative reference from experts at Towers Perrin provides guidance on all aspects of compensating salespeople, including cash and non-cash incentives
• base salary, bonus, and commission scales
• team-selling roles and implications
• linking compensation to company culture, and much more.

Sales managers and compensation professionals alike will find this comprehensive resource a valuable tool for building sales rep productivity.

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Product Details

  • ISBN-13: 9780814417133
  • Publisher: AMACOM
  • Publication date: 5/28/2010
  • Edition number: 2
  • Pages: 338
  • Sales rank: 1,174,787
  • Product dimensions: 7.00 (w) x 10.00 (h) x 0.70 (d)

Meet the Author

STOCKTON B. COLT (Los Angeles, CA and Santa Fe, NM) is a principal at Towers Perrin, an internationally known consulting firm in the compensation field. He is also a frequent speaker on sales productivity and compensation.

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Table of Contents

Preface
Acknowledgments
1 Sales Compensation - One Component of an Effective Sales Management System 1
2 Cultural Influences on Sales Compensation Strategy 13
3 Assessing Sales Effectiveness 23
4 Checking for Problems 40
5 What to Do Now? 52
6 Organizing for Effectiveness 65
7 The Linkage Between Sales Roles and Compensation 79
8 Selecting Performance Measures 94
9 Making Pay Comparisons 112
10 Establishing Guiding Principles 136
11 Selecting From the Menu of Plan Design Alternatives 140
12 Packaging Compensation Risk 152
13 Using Mechanics to Fine-Tune a Plan Design 156
14 Analyzing the Cost of the Plan 169
15 Plan Documentation 184
16 Implementing the Sales Compensation Program 200
17 Setting Reasonable Goals 228
18 Designing Plans for Specialized Selling Roles 244
19 Measuring and Rewarding Team Selling 257
20 Compensating the Sales Manager 271
21 Total Rewards Package 281
22 Managing the Other Drivers of Sales Performance 296
Glossary 309
Index 312
About the Editor 321
Contributors 322
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