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eBook Compensating the Sales Force: A Practical Guide to Designing Winning Sales Compensation Plans download

by David J. Cichelli

eBook Compensating the Sales Force: A Practical Guide to Designing Winning Sales Compensation Plans download ISBN: 0071411887
Author: David J. Cichelli
Publisher: McGraw-Hill; 1 edition (August 18, 2003)
Language: English
Pages: 218
ePub: 1354 kb
Fb2: 1408 kb
Rating: 4.5
Other formats: docx lit lrf rtf
Category: Work and Money
Subcategory: Marketing and Sales

The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That . It's a great blend of industry analysis, thought leadership and practical tips. David Cichelli is a fantastic resource in this industry.

It's a great blend of industry analysis, thought leadership and practical tips. His experience and knowledge are rightfully documented for us all to leverage as sales comp experts. My copy sits with sticky notes hanging out of it, highlighted passages, and penned notes in the margin.

Money talks and adjusting the sales compensation plan is a great tool to achieving your company's goals. The last two years my company's sales staff really kicks b . We are outselling the competition 3 to 1 when in all markets when we go head to head with them. I highly recommend this book.

compensation plans or are your pay plans holding back your sales force? . techniques and procedures, Compensating the Sales Force provides all the tools you need to desi.

compensation plans or are your pay plans holding back your sales force? Compensa. Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs, Second. 31 MB·354 Downloads·New! techniques and procedures, Compensating the Sales Force provides all the tools you need to desi. Forex Essentials in 15 Trades™ √PDF √eBook Download. 27 MB·27,458 Downloads. Michael Duane Archer (John Wiley & Sons, 2008)

бесплатно, без регистрации и без смс. The classic guide to raising your bottom line with the perfect compensation strategy fully revised and updated! Sales compensation WORKS! Nothing motivates a sales force better than a powerful compensation progra.

бесплатно, без регистрации и без смс. The classic guide to raising your bottom line with the perfect compensation strategy fully revised and updated! Sales compensation WORKS! Nothing 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. More and more sales leaders have turned to Compensating the Sales Force to help them discover problems in their.

Compensating the Sales Force book. Start by marking Compensating the Sales Force: A Practical Guide to Designing Winning Sales Compensation Plans as Want to Read: Want to Read savin. ant to Read. Compensating the Sales Force: A Practical Guide to Designing Winning Sales Compensation Plans. by. David J. Cichelli. How sales people are paid has an immense impact on their performance.

Do you have strategically aligned sales compensation plans or are your pay plans . Compensating a complex sales organization and global sales teams.

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. 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.

Let Compensating the Sales Force solve this challenge.

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Compensating the Sales Force : A Practical Guide to Designing Winning Sales Compensation Plans. by David J. Explains the basic concepts of sales compensation design, which apply to several industries; reveals why job content, not industry, is the source of compensation design; and provides a hierarchy of sales compensation formula types.

Compensating the Sales Force is a uniquely jargon-free, how-to guide to all major sales compensation concepts and formulas. Using real-world examples, guru David J. Cichelli:

Helps readers select the right compensation strategy for their firm Provides step-by-step guidance to implementing various approaches Simplifies the mathematical formulas that are a thorn in most manager's side
Comments: (7)
Pameala
Keep this book among your collection of professional books. It's a no-nonsense guide that goes directly to the heart of how you design incentive programs for sales people in different jobs. David Cichelli describes, in detail, the finite number of formula mechanics used to pay incentives. He also describes when to use the mechanics, the math behind each formula, and popular variations of each mechanic. If you're looking for a book on the psychology of incentive programs, this isn't it. It is, however, a primer on specific sales incentive program types. Every HR or Comp Analyst should be familiar with these concepts - if not for your career, then for the sake of the people working in sales and the company's bottom line.
Thetalune
Like most CEOs of companies I started off as an Engineer. I understand Engineering very well and my company's Engineering staff is second to none. The problems come in the sales department where I started by proposing simple base plus commission pay structure and wondered for a couple of years why my sales force was achieving the dollar volume but didn't meet other goals such as new product launch, product mix, new market mix and other goals. This book has given me great insight on how to tweak the sales compensation to do these things. I've already tried talking and motivating sales staff to do these other goals but in the end with the sales department it's all about greed and the money. Money talks and adjusting the sales compensation plan is a great tool to achieving your company's goals. The last two years my company's sales staff really kicks b***. We are outselling the competition 3 to 1 when in all markets when we go head to head with them. I highly recommend this book.
Uthergo
I now understand why large corporations are confused. This book has many pages of verbiage with even more useless graphs. Perhaps corporate vice presidents who need to justify their existence can wave this book around and generate reams of computer reports to wade through while their corporate bosses walk down the halls, but as far as creating a practical working program forget it. I would like to have my money back.
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This guy David J. Cichelli just gave me a call! I will say one thing for him. He is sincere and extremely intelligent. After a warm friendly conversation he helped me with my plans. So I don't want my money back after all! In fact I definitely will be looking for him to write some industry specific books in the future. I truly wish him well.
Redfury
Solid review of different variable pay structures. Thought provoking in terms of ensuring alignment of compensation with goal of the organization.
Nahn
I don't find them very useful, I was looking for more simplified information for my very small business. I can see where this would be very helpful in a large organizition, but this was overkill for me.
Wen
This is an excelent book by the top author on Sales pay. Very understandable and good tatical knowledge.
Dont_Wory
Very basic, beginning book to sales for compensation. Might be more appropriately entitled, "Sales comp for dummies". If you already know anything at all about sales comp, it's really not for you.