{"product_id":"9780071742344","title":"Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs, Second Edition","description":"\u003cp\u003e\u003cb\u003eThe classic guide to raising your bottom line with the perfect compensation strategy—fully revised and updated!\u003c\/b\u003e\u003c\/p\u003e  \u003cp\u003eSales compensation WORKS!\u003c\/p\u003e  \u003cp\u003eNothing 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.\u003c\/p\u003e  \u003cp\u003eMore and more sales leaders have turned to \u003ci\u003eCompensating the Sales Force\u003c\/i\u003e to help them discover problems in their present system and create a compensation program that works best for their needs. Now, in the second edition of this authoritative, jargon-free handbook, sales compensation guru David J. Cichelli brings you completely up to date on setting target pay, selecting the right performance measures, and establishing quotas. He supplies clear guidelines for building the right compensation plan for any type of firm, of any size, in any industry, and he offers step-by-step procedures for implementing each approach.\u003c\/p\u003e  \u003cp\u003eIn \u003ci\u003eCompensating the Sales Force\u003c\/i\u003e, second edition, Cichelli has substantially expanded the book’s popular formula section, and he provides brandnew examples of:\u003c\/p\u003e  \u003cul\u003e \u003cli\u003eIncome producer plans\u003c\/li\u003e  \u003cli\u003eSales rep commission plans\u003c\/li\u003e  \u003cli\u003eBonus plans\u003c\/li\u003e  \u003cli\u003eIncentive plans\u003c\/li\u003e  \u003cli\u003eBase Salary management plans\u003c\/li\u003e  \u003c\/ul\u003e  \u003cp\u003eThe book also includes all-new chapters for global, complex sales organizations and hard-to-compensate sales jobs.\u003c\/p\u003e  \u003cp\u003eUsing the lessons in \u003ci\u003eCompensating the Sales Force\u003c\/i\u003e, you’ll construct and calculate accurate formulas for payout purposes and establish highly efficient support programs, such as sales crediting and account assignment.\u003c\/p\u003e  \u003cp\u003eComplete with dozens of real-world examples that illustrate important points and demonstrate specific techniques and procedures, Compensating the Sales Force provides all the tools you need to design and implement a sales compensation plan that maximizes profits—and keeps them climbing.\u003c\/p\u003e  \u003cp\u003e\u003cb\u003e\u003ci\u003eWith brand-new chapters on GLOBAL SALES TEAMS amd COMPLEX SALES ORGANIZATIONS!\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e  \u003cp\u003e\u003cb\u003ePraise for the first edition of \u003ci\u003eCompensating the Sales Force\u003c\/i\u003e:\u003c\/b\u003e\u003c\/p\u003e  \u003cp\u003e“If your company is refocusing its efforts on sales revenue enhancement, you must read this book. If you want motivated salespeople and superior sales results, act on its content.”\u003cbr\u003e \u003cb\u003eNoel Capon, R. C. Kopf Professor of International Marketing, Chair of Marketing Division, Graduate School of Business, Columbia University\u003c\/b\u003e\u003c\/p\u003e  \u003cp\u003e“This book provides great guidance for any business leader who wants to capitalize on sales compensation as a tool for driving business results.”\u003cbr\u003e \u003cb\u003eRick Justice, Executive Vice President, Worldwide Operations and Business Development, Cisco Systems\u003c\/b\u003e\u003c\/p\u003e  \u003cp\u003e“Dave Cichelli is the premiere sales compensation educator today. You will immediately find this work informative, helpful, [and] thought-provoking.”\u003cbr\u003e \u003cb\u003eMark Englizian, former Director of Global Compensation, Microsoft Corporation\u003c\/b\u003e\u003c\/p\u003e","brand":"McGraw-Hill Education","offers":[{"title":"Default Title","offer_id":47070905401584,"sku":"9780071742344","price":24.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9780071742344_p0.jpg?v=1763635801","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9780071742344","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}