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Sales Compensation Handbook
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Book Synopsis The Sales Compensation Handbook by : Stockton B. Colt
Download or read book The Sales Compensation Handbook written by Stockton B. Colt and published by Amacom Books. This book was released on 1998 with total page 344 pages. Available in PDF, EPUB and Kindle. Book excerpt: Updated and expanded, THE SALES COMPENSATION HANDBOOK contains information and tools necessary to design and implement top-notch sales compensation programs. Experts at the consulting firm of Towers Perrin provide guidance on all aspects of compensating salespeople, including designing base salary, bonus, and commission scales; team selling roles and implications; linking compensation to company culture; cash and non-cash incentives; and more.
Download or read book Sales Compensation Handbook written by and published by Applied Training Systems. This book was released on with total page 56 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author :John K. Moynahan Publisher :AMACOM/American Management Association ISBN 13 :9780814401101 Total Pages :303 pages Book Rating :4.4/5 (11 download)
Book Synopsis The Sales Compensation Handbook by : John K. Moynahan
Download or read book The Sales Compensation Handbook written by John K. Moynahan and published by AMACOM/American Management Association. This book was released on 1991 with total page 303 pages. Available in PDF, EPUB and Kindle. Book excerpt: A book that combines the extensive experience of 15 authorities from the leading consulting firm of TPF&C. With in-depth coverage of issues, strategies, and tactics, the book provides guidance on everything from specific techniques to broad management approaches, including goal setting, base salary design, crea ting a plan for an entrepreneurial sales force - even reconciling a company's corporate culture with market needs. Examples and clearly defined action steps for each aspect of compensation planning and implementation are provided. Throughout, the book shows how to evaluate existing procedures and how to goabou t changing them when needed.
Book Synopsis The Complete Guide to Sales Force Incentive Compensation by : Andris Zoltners
Download or read book The Complete Guide to Sales Force Incentive Compensation written by Andris Zoltners and published by AMACOM. This book was released on 2006-08-07 with total page 511 pages. Available in PDF, EPUB and Kindle. Book excerpt: A well-designed and implemented incentive program is an essential tool for building a motivated, highly effective sales force that delivers the results you need. Incentive programs are seductively powerful but complicated instruments. Without careful planning and implementation, they can be too stingy to motivate, too complex to understand, too quick to reward mediocre results, and too difficult to implement. The Complete Guide to Sales Force Incentive Compensation is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes. Packed with hundreds of real-life examples of what works and what doesn't, this important guide helps you: Understand the value of building an incentive plan that is aligned with your company's goals and culture. Avoid the common trap of overusing incentives to solve too many sales management problems. Measure the effectiveness of your current incentive program, employing easy-to-use tools and metrics for pinpointing its weak spots. Design a compensation plan that attracts and retains successful salespeople, including guidelines for determining the correct pay level, the best salary incentive mix, the proper performance measures, and the right performance payout relationship. Select an incentive compensation plan that works for your organization -- then test the plan before it is launched. Set territory-level goals that are fair and realistic, and avoid overpaying the sales force or demoralizing salespeople by having difficult goals or not fairly assigned. Create and manage sales contests, SPIFFs (Special Performance Incentive for Field Force), and recognition programs that consistently deliver the intended results. Manage a successful transition to a new compensation plan and build efficient administration systems to support your plan. Filled with ready-to-use formulas and assessment tools and a wealth of insights from frontline sales managers and executives, The Complete Guide to Sales Force Incentive Compensation is your hands-on, easy-to-read playbook for crucially important decisions.
Book Synopsis The Compensation Handbook by : Lance A. Berger
Download or read book The Compensation Handbook written by Lance A. Berger and published by McGraw Hill Professional. This book was released on 2008-06-15 with total page 698 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Perennial Favorite of HR Professionals Seeking the Most Current, Insightful Reference in the Field For over thirty-five years, human resources and management professionals have been turning to a single source for the most astute and up-to-date commentary about the state of the industry-The Compensation Handbook. Composed of one-hundred percent brand-new material from more than sixty authorities in the field, this fully updated edition provides direct insight into the most critical issues compensation and human resources professionals face today. Among the many human-capital topics covered are new reward strategies for attracting and retaining highly qualified employees from America's fast-draining talent pool; addressing the mass retirement of baby boomers-the decade's most vexing HR problem; and responding to the varying needs and desires of a multicultural, multi-generational workforce ranging from the over-sixty traditionalists to the new “Millennials.” The Compensation Handbook illustrates how employee compensation addresses these and many other critical topics, including: Unwrapping the riddle of employee pay Creating a total reward strategy Effectively using competency based pay Utilizing the most effective approaches to broadbanding Applying the best performance management practices Demystifying CEO pay Creating team-based incentives for strong outcomes Rationalizing board compensation Applying a solid program for addressing work-life issues Designing compensation systems that support talent management strategies Never before has such dramatic changes in the workforce occurred as rapidly as they are today. With economies stretching around the globe and the recent rise of foreign financial giants, among numerous other radical changes in business and industry, those in the field of human resources and compensation are faced with an entirely new catalog of concerns. This long-time industry staple contains all the methods, tools, and diagnostics you'll need to navigate the maze. Packed with the most comprehensive and insightful information you'll find anywhere, The Compensation Handbook offers not only straightforward answers to specific problems, but also provides a firm foundation for solving issues unique to your company.
Book Synopsis Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs, Second Edition by : David J. Cichelli
Download or read book Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs, Second Edition written by David J. Cichelli and published by McGraw Hill Professional. This book was released on 2010-07-16 with total page 300 pages. Available in PDF, EPUB and Kindle. Book excerpt: The classic guide to raising your bottom line with the perfect compensation strategy—fully revised and updated! Sales compensation WORKS! Nothing 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. More and more sales leaders have turned to Compensating the Sales Force 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. In Compensating the Sales Force, second edition, Cichelli has substantially expanded the book’s popular formula section, and he provides brandnew examples of: Income producer plans Sales rep commission plans Bonus plans Incentive plans Base Salary management plans The book also includes all-new chapters for global, complex sales organizations and hard-to-compensate sales jobs. Using the lessons in Compensating the Sales Force, you’ll construct and calculate accurate formulas for payout purposes and establish highly efficient support programs, such as sales crediting and account assignment. Complete 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. With brand-new chapters on GLOBAL SALES TEAMS amd COMPLEX SALES ORGANIZATIONS! Praise for the first edition of Compensating the Sales Force: “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.” Noel Capon, R. C. Kopf Professor of International Marketing, Chair of Marketing Division, Graduate School of Business, Columbia University “This book provides great guidance for any business leader who wants to capitalize on sales compensation as a tool for driving business results.” Rick Justice, Executive Vice President, Worldwide Operations and Business Development, Cisco Systems “Dave Cichelli is the premiere sales compensation educator today. You will immediately find this work informative, helpful, [and] thought-provoking.” Mark Englizian, former Director of Global Compensation, Microsoft Corporation
Book Synopsis Compensating the Sales Force: A Practical Guide to Designing Winning Sales Compensation Plans by : David J. Cichelli
Download or read book Compensating the Sales Force: A Practical Guide to Designing Winning Sales Compensation Plans written by David J. Cichelli and published by McGraw Hill Professional. This book was released on 2003-09-22 with total page 235 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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
Book Synopsis The Complete Guide to Sales Force Incentive Compensation by : Andris A. Zoltners
Download or read book The Complete Guide to Sales Force Incentive Compensation written by Andris A. Zoltners and published by Amacom Books. This book was released on 2006 with total page 524 pages. Available in PDF, EPUB and Kindle. Book excerpt: Designing an incentive plan to turn sales reps into sales superstars! If you're like most sales leaders, your incentive program is a constant challenge, as you try to jumpstart sales, energize a geographically dispersed and autonomous workforce, and motivate salespeople to achieve ambitious revenue goals. And sometimes it seems like you just don't know what works; your products and markets are changing, the incentive program that was so successful last year no longer produces the desired results, or perhaps the generous incentive program you created has yielded a corps of highly paid salespeople who spend most of their time on existing clients and minimal time generating new business -- and threaten to walk away with your customer base if you scale back paychecks! Incentive programs are seductively powerful but complicated instruments. Without careful planning and implementation, they can be too stingy to motivate, too complex to understand, too quick to reward mediocre results, and too difficult to implement. But a well-designed and implemented incentive program is an essential tool for building a motivated, highly effective sales force that delivers the results you need. The Complete Guide to Sales Force Incentive Compensation is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes. Packed with hundreds of real-life examples of what works and what doesn't, this important guide helps you: Understand the value of building an incentive plan that is aligned with your company's goals and culture. Avoid the common trap of overusing incentives to solve too many sales management problems. Measure the effectiveness of your current incentive program, employing easy-to-use tools and metrics for pinpointing its weak spots. Design a compensation plan that attracts and retains successful salespeople, including guidelines for determining the correct pay level, the best salary incentive mix, the proper performance measures, and the right performance payout relationship. Select an incentive compensation plan that works for your organization -- then test the plan before it is launched. Set territory-level goals that are fair and realistic, and avoid overpaying the sales force because goals are too easy, or demoralizing salespeople by having goals that are too difficult or not fairly assigned. Create and manage sales contests, SPIFFs (Special Performance Incentive for Field Force), and recognition programs that consistently deliver the intended results. Manage a successful transition to a new compensation plan and build efficient administration systems to support your plan. Every year, corporations spend $200 billion compensating their sales forces, with extremely mixed results. Make sure every dollar you spend is helping to achieve your goal of creating an empowered, effective sales force that drives your company's success. Packed with ready-to-use formulas and assessment tools and a wealth of insights from frontline sales managers and executives, The Complete Guide to Sales Force Incentive Compensation is your hands-on, easy-to-read playbook for crucially important decisions.
Book Synopsis Sales Compensation Essentials by : Jerome A. Colletti
Download or read book Sales Compensation Essentials written by Jerome A. Colletti and published by . This book was released on 2013-11 with total page 202 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis MAPI-CTA Sales Compensation Manual by : Machinery and Allied Products Institute
Download or read book MAPI-CTA Sales Compensation Manual written by Machinery and Allied Products Institute and published by . This book was released on 1958 with total page 264 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs by : David J. Cichelli
Download or read book Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs written by David J. Cichelli and published by McGraw Hill Professional. This book was released on 2017-11-24 with total page 352 pages. Available in PDF, EPUB and Kindle. Book excerpt: Leverage the full power of your sales force with a cutting-edge compensation program Salespeople are motivated by many things—and how they’re paid tops the list. Sales compensation is one of the best tools for motivating any sales force and thus maximizing business revenue. Do you have strategically aligned sales compensation plans or are your pay plans holding back your sales force? Compensating the Sales Force has helped thousands of business leaders worldwide create sales compensation programs that drive sales performance, increase revenue, and trigger business growth. Now, this new edition brings you fully up to date with new approaches for a business landscape where product/solution objectives and customer needs are in constant in flux. Sales guru David Cichelli provides everything you need to build an incentive plan that delivers real financial results. He takes you step-by-step through the process of setting target pay, selecting the right performance measures, and establishing quotas. You’ll learn everything there is to know about: •Why job content drives sales compensation design •Methods for calculating formulas for payout purposes •The roles of quota allocation, sales crediting, and account assignment •Compensating a complex sales organization and global sales teams •Administering, monitoring, and measuring the effectiveness of the program An indispensable resource for anyone involved in sales compensation—from CEOs and sales managers to HR personnel to IT professionals—Compensating the Sales Force provides all the tools you need to design and implement a sales compensation plan that increases profits―and drives the sales team to exceed sales targets.
Book Synopsis The WorldatWork Handbook of Compensation, Benefits and Total Rewards by : WorldatWork
Download or read book The WorldatWork Handbook of Compensation, Benefits and Total Rewards written by WorldatWork and published by John Wiley & Sons. This book was released on 2015-03-05 with total page 864 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for The WorldatWork Handbook of Compensation, Benefits & Total Rewards This is the definitive guide to compensation and benefits for modern HR professionals who must attract, motivate, and retain quality employees. Technical enough for specialists but broad in scope for generalists, this well-rounded resource belongs on the desk of every recruiter and HR executive. An indispensable tool for understanding and implementing the total rewards concept, the WorldatWork Handbook of Compensation, Benefits, and Total Rewards is the key to designing compensation practices that ensure organizational success. Coverage includes: Why the total rewards strategy works Developing the components of a total rewards program Common ways a total rewards program can go wrong Designing and implementing a total rewards program Communicating the total rewards vision Developing a compensation philosophy and package FLSA and other laws that affect compensation Determining and setting competitive salary levels And much more
Book Synopsis Your Sales Management Guru's Guide To by : Ken Thoreson
Download or read book Your Sales Management Guru's Guide To written by Ken Thoreson and published by . This book was released on 2011-08 with total page 156 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis The Book on Incentive Compensation Management by : David Kelly
Download or read book The Book on Incentive Compensation Management written by David Kelly and published by Lulu.com. This book was released on 2014-04-10 with total page 198 pages. Available in PDF, EPUB and Kindle. Book excerpt: Making Incentive Compensation Management - ICM - projects and operations more successful.
Book Synopsis The Compensation Handbook by : Lance A. Berger
Download or read book The Compensation Handbook written by Lance A. Berger and published by McGraw Hill Professional. This book was released on 2000-01-19 with total page 672 pages. Available in PDF, EPUB and Kindle. Book excerpt: Straight answers to your compensation questions An A-to-Z guide to compensation strategy and design, Compensation Handbook, Fourth Edition, has been completely revised and updated to keep you on top of the important changes that have taken place in this area. Editors Lance A. Berger and Dorothy R. Berger have assembled articles by leading compensation practitioners to give you authoritative solutions to a wide range of specific compensation problems. This important new edition shares with you the best thinking on attracting and retaining outstanding employees in a tight market...executive compensation...computers and compensation...how to use a mix of compensation devices...and much, much more.
Book Synopsis Complete Guide to Sales Force Incentive Compensation by :
Download or read book Complete Guide to Sales Force Incentive Compensation written by and published by . This book was released on 2006 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Statistics for Compensation by : John H. Davis
Download or read book Statistics for Compensation written by John H. Davis and published by John Wiley & Sons. This book was released on 2011-08-24 with total page 414 pages. Available in PDF, EPUB and Kindle. Book excerpt: An insightful, hands-on focus on the statistical methods used by compensation and human resources professionals in their everyday work Across various industries, compensation professionals work to organize and analyze aspects of employment that deal with elements of pay, such as deciding base salary, bonus, and commission provided by an employer to its employees for work performed. Acknowledging the numerous quantitative analyses of data that are a part of this everyday work, Statistics for Compensation provides a comprehensive guide to the key statistical tools and techniques needed to perform those analyses and to help organizations make fully informed compensation decisions. This self-contained book is the first of its kind to explore the use of various quantitative methods—from basic notions about percents to multiple linear regression—that are used in the management, design, and implementation of powerful compensation strategies. Drawing upon his extensive experience as a consultant, practitioner, and teacher of both statistics and compensation, the author focuses on the usefulness of the techniques and their immediate application to everyday compensation work, thoroughly explaining major areas such as: Frequency distributions and histograms Measures of location and variability Model building Linear models Exponential curve models Maturity curve models Power models Market models and salary survey analysis Linear and exponential integrated market models Job pricing market models Throughout the book, rigorous definitions and step-by-step procedures clearly explain and demonstrate how to apply the presented statistical techniques. Each chapter concludes with a set of exercises, and various case studies showcase the topic's real-world relevance. The book also features an extensive glossary of key statistical terms and an appendix with technical details. Data for the examples and practice problems are available in the book and on a related FTP site. Statistics for Compensation is an excellent reference for compensation professionals, human resources professionals, and other practitioners responsible for any aspect of base pay, incentive pay, sales compensation, and executive compensation in their organizations. It can also serve as a supplement for compensation courses at the upper-undergraduate and graduate levels.
