The Sales Compensation Handbook

Front Cover
AMACOM, American Management Association, 1998 - Business & Economics - 322 pages
Truly a comprehensive resource, The Sales Compensation Handbook, Second Edition is packed with problem-solving advice and insights that will help you keep your reps and your company profitable. Written by experienced analysts from one of the world's leading consulting firms, the book gives you "pearls of wisdom" from years of first-hand experience and reveals a myriad of high-level techniques that show you how to: initiate and reinforce a team selling approach; tie sales compensation packages directly to customer satisfaction, profit, and other company goals; recognize and reward the competencies that underpin effective sales strategy execution; and much more.
 

What people are saying - Write a review

User Review - Flag as inappropriate

the book is not helping us determine the plan its just directing us. Not so exited

User Review - Flag as inappropriate

This book gave me everything I wanted and more. It has helped me on numerous occasions and I am very grateful to all the authors who contributed to this book. Chris Lewallyn is a great author and I hope he continues to write.

Contents

Preface xi
5
Cultural Influences on Sales Compensation Strategy
13
Assessing Sales Effectiveness
23
Checking for Problems
40
What to Do Now?
52
Organizing for Effectiveness
65
The Linkage Between Sales Roles and Compensation
79
Selecting Performance Measures
94
Analyzing the Cost of the Plan
169
Plan Documentation
184
Implementing the Sales Compensation Program
200
Setting Reasonable Goals
228
Designing Plans for Specialized Selling Roles
244
Measuring and Rewarding Team Selling
257
Compensating the Sales Manager
271
Total Rewards Package
281

Making Pay Comparisons
112
Establishing Guiding Principles
136
Selecting From the Menu of Plan Design Alternatives
140
Packaging Compensation Risk
152
Managing the Other Drivers of Sales Performance
296
Glossary
309
About the Editor 321
Copyright

Other editions - View all

Common terms and phrases

About the author (1998)

STOCKTON B. COLT (Los Angeles, CA and Santa Fe, NM) is a principal at Towers Perrin, an internationally known consulting firm in the compensation field. He is also a frequent speaker on sales productivity and compensation.

Bibliographic information