Customer Reviews

The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work

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Planning the ideal salesforce incentive compensation program is very challenging. Pay enough, and you'll energize your salespeople. Pay too much, and you'll throw money away while turning salespeople into loafers who can get by on fewer sales. Pay too little, and you'll push your best salespeople out the door. But how much is enough, too much or too little? How do you figure out the best mix of salary, commissions and bonuses to pay your salespeople? This comprehensive compensation guide is a good place to start answering these questions. Written by sales and marketing experts Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer, this is your essential map for developing and implementing the ideal compensation incentive plan for your salespeople. getAbstract recommends it to sales managers who want to do a better job of meeting their personnel needs and, therefore, their sales targets. (Read this before you negotiate compensation with anyone else.)

An extremely good book for understanding the specifics of different approaches to sales compensation along with appropriate rationales.

THis book is thorough and has all the tools and distinctions you need to design a great compensation plan for sales people. It totally changed how I see the situation and how to manage it. Pay is only a small part.

If you do not hold a PHD do NOT buy this book. It is easy enough to read BUT is almost too complete. Well orginized and follows the mantra per chapter of tell em what your gonna tell em, tell em and tell em what you just told em - intro -body- review. I am using it for a reference on an upper level class at local University BUT cannot really use it for practical application @ work (establishing/revising sales compensation for our in house reps). Would love to see a Cliff Notes version or workbook by the same authors - they are very knowledgable and give you great practical case studies per topic just ends up being too much of a good thing :)

I hated trying to trudge through this book. But for the sake of my job I tried. Then I tried to gnaw my own arm off!