The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work

by Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer

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Editorial Reviews
Product Description
The Complete Guide to Sales Force Incentive Compensation explores the concepts, tools, and processes necessary to create incentive plans that motivate the sales force and drive results. The book provides step-by-step methods to help readers design, implement, and administer a new plan encompassing pay level, salary-incentive mix, performance measures, and performance-payout relationship.

Readers will find eye-opening, real-world examples, detailed case studies, and scorecards, as well as valuable insight on how they can assess their current plan and evaluate and compare proposed alternatives. This invaluable book helps readers energize their entire sales team--both in the field and in-house--and increase their bottom line.

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All Customer Reviews
Average Customer Review: 4.5 out of 5 stars

0 of 0 people found the following review helpful:

5 out of 5 stars

The Complete Guide to Sales Force Incentive Compensation, 2008-08-02
An extremely good book for understanding the specifics of different approaches to sales compensation along with appropriate rationales.

0 of 0 people found the following review helpful:

5 out of 5 stars

Excellent, 2007-12-21
THis book is thorough and has all the tools and distinctions you need to design a great compensation plan for sales people. It totally changed how I see the situation and how to manage it. Pay is only a small part.

2 of 2 people found the following review helpful:

3 out of 5 stars

WOW. My head hurts after reading a few pages, 2007-10-13
If you do not hold a PHD do NOT buy this book. It is easy enough to read BUT is almost too complete. Well orginized and follows the mantra per chapter of tell em what your gonna tell em, tell em and tell em what you just told em - intro -body- review. I am using it for a reference on an upper level class at local University BUT cannot really use it for practical application @ work (establishing/revising sales compensation for our in house reps). Would love to see a Cliff Notes version or workbook by the same authors - they are very knowledgable and give you great practical case studies per topic just ends up being too much of a good thing :)

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