Compensation Design for the Sales Team

Author: [USA] Xikehai / Wang Tian / Xie Zili
Publisher:
Publish Date: 2004-06-01
Features: Welcome to the powerful world of sales compensation. If you are reading this book, you may be working with a sales team, and improving sales performance is your never-ending goal. David provides 20 steps for designing corporate sales compensation plans. It also introduces guiding principles for managing and controlling compensation plans, explaining them to the sales team, and reviewing and evaluating sales compensation plans. The book uses dozens of real-world examples to illustrate important concepts, techniques, and procedures. It provides a wealth of tools needed to design, build, and implement effective sales compensation plans that maximize profits and maintain growth. Sales compensation plans have a huge impact on sales performance. How can you know if your company's compensation plan is working effectively? How can your company's compensation plan continue to meet the needs of its development? Compensation plans are powerful tools, but choosing and building the right compensation plan involves many uncertainties. This book guides readers step by step, from setting target compensation, selecting the right metrics, establishing task quotas, determining plan combinations, to building effective compensation rules. Target Audience: Managers of sales organizations, corporate human resource managers, and faculty and students of human resource management in higher education institutions.