The Sales Compensation Handbook

"Now in an updated and expanded edition, The Sales Compensation Handbook provides the information and tools needed to design and implement top-notch sales compensation programs.

This authoritative reference from experts at Towers Perrin provides guidance on all aspects of compensating salespeople, including cash and non-cash incentives
• base salary, bonus, and commission scales
• team-selling roles and implications
• linking compensation to company culture, and much more.

Sales managers and compensation professionals alike will find this comprehensive resource a valuable tool for building sales rep productivity."