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

by David J. Cichelli

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Editorial Reviews
Product Description

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

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All Customer Reviews
Average Customer Review: 4 out of 5 stars

0 of 0 people found the following review helpful:

5 out of 5 stars

Compensating Sales Force, 2007-11-14
This is an excelent book by the top author on Sales pay. Very understandable and good tatical knowledge.

4 of 5 people found the following review helpful:

3 out of 5 stars

Nothing new, 2004-08-10
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.

4 of 7 people found the following review helpful:

3 out of 5 stars

Worthless in the real world**(see edited section of review), 2004-01-01
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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******** Hold the presses!
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.

6 of 10 people found the following review helpful:

5 out of 5 stars

The perfect how-to for sales incentive program designers, 2003-12-20
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.

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