Compensating the Sales Force
A Practical Guide to Designing Winning Sales Reward Programs
By David J. Cichelli
McGraw Hill (June 2010)
Chapter 1: Why Sales Compensation?
Chapter 2: Sales Compensation Fundamentals
Chapter 3: Who Owns Sales Compensation?
Chapter 4: Why Job Content Drives Sales Compensation Design
Chapter 5: Formula Types
Chapter 6: Formula Construction
Chapter 7: Support Programs: Territories, Quotas, and Crediting
Chapter 8: Difficult to Compensate Sales Jobs
Chapter 9: Compensating the Complex Sales Organization
Chapter 10: Global Sales Compensation
Chapter 11: Administration
Chapter 12: Implementation and Communication
Chapter 13:
Program Assessment
Chapter 14: Sales Compensation Design