Compensating the Sales Force
A Practical Guide to Designing Winning Sales Reward Programs

By David J. Cichelli
McGraw Hill (June 2010)

David J. Cichelli is Senior Vice President of The Alexander Group, Inc., the nationally recognized leader in sales effectiveness consulting. As the National Practice Manager in Sales Compensation Design and Automation, David provides thought-leadership and best-practice solutions for application of winning sales compensation solutions. He is a frequent speaker at national conferences, industry groups and corporate meetings. He is the author of WorldatWork's (association of compensation professionals) sales compensation design seminar. He has been an instructor at several academic institutions, including Columbia University. With over 25 years of consulting experience, David's clients include leading companies from among most major industries including financial services, hi-tech, software, telecom, wholesale, consumer goods, healthcare and many others.