What America's Small Companies Pay Their Sales Forces: And How They Make It Pay Off

Front Cover
Dartnell Corporation, 1997 - Business & Economics - 276 pages
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.
-- Position descriptions for sales reps and sales management.
-- Actual compensation plans designed for companies under $5 million in annual sales.
-- Planning guides for territory management -- including work sheets to help you establish workable territories.
-- Work sheets to help you develop your proposed compensation plan.

You'll find the answers to such questions as:
-- Who makes a better hire -- an entry-level, intermediate, or senior-level salesperson? Why?
-- Can compensation alone provide adequate motivation to get the selling job done?
-- How do expense practices relate to compensation plan design?
-- What are the hallmarks of a "good" compensation plan?
-- What role do nonfinancial incentives play in compensation plan design?
-- How often should a plan be changed?

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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Contents

Do You Really Need Additional Sales Representation?
3
Compensation Plan Basics
13
Incentive Plan Design
29
Copyright

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