The Sales Compensation Handbook [Hardcover]

Stockton B. Colt (Editor)

Book Description

Publication Date: July 1, 1998 | ISBN-10: 0814404111 | ISBN-13: 978-0814404119 | Edition: 2nd

"Now in an updated and expanded edition, The Sales Compensation Handbook provides the information and tools needed to design and implement top-notch sales compensation programs. This authoritative reference from experts at Towers Perrin provides guidance on all aspects of compensating salespeople, including cash and non-cash incentives * base salary, bonus, and commission scales * team-selling roles and implications * linking compensation to company culture, and much more. Sales managers and compensation professionals alike will find this comprehensive resource a valuable tool for building sales rep productivity."

Product Details

• Reading level: Ages 17 and up
  
• Hardcover: 336 pages
• Publisher: AMACOM; 2nd edition (July 1, 1998)
• Language: English
• ISBN-10: 0814404111
• ISBN-13: 978-0814404119
• Product Dimensions: 9.7 x 6.9 x 1.1 inches
• Shipping Weight: 1.4 pounds
• Average Customer Review: 4.3 out of 5 stars  See all reviews (3 customer reviews)
• Amazon Best Sellers Rank: #421,607 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

37 of 38 people found the following review helpful:

5.0 out of 5 stars Avoid thousands in consulting fees!, November 14, 1998

By A Customer

This review is from: The Sales Compensation Handbook (Hardcover)

This book was just what I needed, and much more. I expected a primer on sales compensation design. What I found was a challenge to review the underlying systems of the Sales Department _AND_ state of the art sales incentive compensation plans.

This book is a must-read for every sales manager who is looking to make sure that compensation is not the reason his or her sales force doesn't achieve its goals, or is churning. Putting these tactics to work takes real discipline; but the rewards are tremendous.

I highly recommend this book to anyone who is interested in the art and science of a finely tuned sales machine.

25 of 28 people found the following review helpful:

5.0 out of 5 stars Meeting the challenge of creating incentive plans for sales, August 2, 1998

By A Customer

This review is from: The Sales Compensation Handbook (Hardcover)

As one who does a considerable amount of consulting work in designing sales compensation plans, I was delighted with this publication. Anyone who has had the challenge of creating an incentive compensation plan for salespeople, or of leading and motivating a sales force, will appreciate the scope and depth of this book. Using an abundance of diagrams and tables, the chapters and sections examine a very comprehensive range of topics that is highly helpful in shaping sales compensation. One important point that is clearly made is the enormous range of potential root causes of performance problems, other than the nature of the compensation plan. In this regard, compensation is viewed in the broader context of the sales management system; far too often, this big picture is missed, or glossed over. But most of the book focuses on designing sales incentive compensation plans and provides plenty of solid content and detail. I expect readers will find this work a very worthwhi! le contribution to a complex subject; one with which so many organizations seem to continuously wrestle and, more often than not, fail to fathom and, ultimately, succeed.

0 of 4 people found the following review helpful:

3.0 out of 5 stars Disappointed Buyer, April 13, 2010

By 

Nicola M. Rowe - See all my reviews
(REAL NAME)   

Amazon Verified Purchase

This review is from: The Sales Compensation Handbook (Hardcover)

I was disappointed with the quaility of the book. There was a lot of yellow highlighting throughout the book and pen marks and a lot of text was underlined in pen and this was not called out in the comments on the quality of the book. I would request that the seller call this out when reviewing the condition of the book.