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David Cichelli brings practical, real world experience to presenting best
practices in sales compensation design in Compensating the Sales Force.
Sales compensation is a mission critical pay system for any company. Correctly
aligning the sales personnel pay with company objectives provides a "win-win"
outcome for both sellers and the company.
Shattering the assumption that superior sales compensation design is an "art" or
unique to a particular company, Compensating the Sales Force provides a
structured and analytical approach to developing and managing sales
compensation plans. No sales leader, CEO, CFO or HR executive should be without
this book.
Two primary highlights of the book include 1) a comprehensive listing of
incentive compensation design types, and 2) an in-depth chapter on calculating
payout schedules.
Cichelli is a nationally recognized expert in sales effectiveness issues and
sales compensation design and management.
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