What America's Small Companies Pay Their Sales Forces: And How They Make It Pay Off
How to attract, motivate, and retain productive salespeople poses challenges for the small business of limited resources. Whether you already have salespeople on your team -- or are now thinking of hiring a salesperson -- this book will show you how to develop a pay plan that achieves the results you want.
In addition, the book reports the latest sales compensation figures for companies under $5 million in annual sales, as well as provides performance benchmarks to help you see what other companies like yours are paying. The similarities and differences in pay plans and sales practices between small and large companies are explored in detail. Also included is a discussion on the pros and cons of the three most popular compensation plans -- salary, commission, and combination plan.
You'll find the answers to such questions as:
If you're responsible for directing and motivating a sales force, the information anddata in this book will provide you with a multitude of ideas to help keep your company competitive.
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Do You Really Need Additional Sales Representation?
Compensation Plan Basics
Incentive Plan Design
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