Designing Global Sales Incentive Plans

DOWNLOAD

Download Designing Global Sales Incentive Plans PDF/ePub or read online books in Mobi eBooks. Click Download or Read Online button to get Designing Global Sales Incentive Plans book now. This website allows unlimited access to, at the time of writing, more than 1.5 million titles, including hundreds of thousands of titles in various foreign languages. If the content not found or just blank you must refresh this page

Designing Global Sales Incentive Plans

DOWNLOAD

Author : Mong Shen Ng
language : en
Publisher:
Release Date : 2018-07-27

Designing Global Sales Incentive Plans written by Mong Shen Ng and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-07-27 with Business & Economics categories.

Your company has hundreds of patchwork sales incentive plans developed by various business units after decades of mergers & acquisitions. Sales incentive plans for B2C sales is not effective to drive performance for B2B sales, and frequently individual sales quotas are not set properly. As the Global Rewards Director, you are assigned by your CEO to reduce the number of sales incentive plans and align it to corporate strategy. Do you know what to do? The key to designing an effective global sales-compensation framework is to identify performance measures and design principles that can apply globally and yet provide some flexibility for business unit or local customization. This book teaches you step-by-step, the 3D6P approach to design effective global sales incentive plans (Diagnose the root cause of poor sales, Determine change management strategy, Determine eligibility, Pay strategy, Performance measures, Plan mechanics, Payout scenario, Plan documentation & communication, Plan effectiveness). The concepts and examples in this book, works for all companies of all sizes, in all industries. The concept is comprehensive and yet flexible. Companies can choose to use all or parts of the steps to design their sales incentive plan.

The Complete Guide To Sales Force Incentive Compensation

DOWNLOAD

Author : Andris Zoltners
language : en
Publisher: AMACOM
Release Date : 2006-08-07

The Complete Guide To Sales Force Incentive Compensation written by Andris Zoltners and has been published by AMACOM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-08-07 with Business & Economics categories.

A well-designed and implemented incentive program is an essential tool for building a motivated, highly effective sales force that delivers the results you need. Incentive programs are seductively powerful but complicated instruments. Without careful planning and implementation, they can be too stingy to motivate, too complex to understand, too quick to reward mediocre results, and too difficult to implement. The Complete Guide to Sales Force Incentive Compensation is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes. Packed with hundreds of real-life examples of what works and what doesn't, this important guide helps you: Understand the value of building an incentive plan that is aligned with your company's goals and culture. Avoid the common trap of overusing incentives to solve too many sales management problems. Measure the effectiveness of your current incentive program, employing easy-to-use tools and metrics for pinpointing its weak spots. Design a compensation plan that attracts and retains successful salespeople, including guidelines for determining the correct pay level, the best salary incentive mix, the proper performance measures, and the right performance payout relationship. Select an incentive compensation plan that works for your organization -- then test the plan before it is launched. Set territory-level goals that are fair and realistic, and avoid overpaying the sales force or demoralizing salespeople by having difficult goals or not fairly assigned. Create and manage sales contests, SPIFFs (Special Performance Incentive for Field Force), and recognition programs that consistently deliver the intended results. Manage a successful transition to a new compensation plan and build efficient administration systems to support your plan. Filled with ready-to-use formulas and assessment tools and a wealth of insights from frontline sales managers and executives, The Complete Guide to Sales Force Incentive Compensation is your hands-on, easy-to-read playbook for crucially important decisions.

Compensating The Sales Force A Practical Guide To Designing Winning Sales Reward Programs Second Edition

DOWNLOAD

Author : David J. Cichelli
language : en
Publisher: McGraw Hill Professional
Release Date : 2010-07-16

Compensating The Sales Force A Practical Guide To Designing Winning Sales Reward Programs Second Edition written by David J. Cichelli and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-07-16 with Business & Economics categories.

The classic guide to raising your bottom line with the perfect compensation strategy—fully revised and updated! Sales compensation WORKS! Nothing motivates a sales force better than a powerful compensation program. And when your salespeople are motivated, revenue soars. But how do you design a program ideally suited for your business strategy and organizational needs? It’s a delicate balance that makes all the difference between profit and loss. More and more sales leaders have turned to Compensating the Sales Force to help them discover problems in their present system and create a compensation program that works best for their needs. Now, in the second edition of this authoritative, jargon-free handbook, sales compensation guru David J. Cichelli brings you completely up to date on setting target pay, selecting the right performance measures, and establishing quotas. He supplies clear guidelines for building the right compensation plan for any type of firm, of any size, in any industry, and he offers step-by-step procedures for implementing each approach. In Compensating the Sales Force, second edition, Cichelli has substantially expanded the book’s popular formula section, and he provides brandnew examples of: Income producer plans Sales rep commission plans Bonus plans Incentive plans Base Salary management plans The book also includes all-new chapters for global, complex sales organizations and hard-to-compensate sales jobs. Using the lessons in Compensating the Sales Force, you’ll construct and calculate accurate formulas for payout purposes and establish highly efficient support programs, such as sales crediting and account assignment. Complete with dozens of real-world examples that illustrate important points and demonstrate specific techniques and procedures, Compensating the Sales Force provides all the tools you need to design and implement a sales compensation plan that maximizes profits—and keeps them climbing. With brand-new chapters on GLOBAL SALES TEAMS amd COMPLEX SALES ORGANIZATIONS! Praise for the first edition of Compensating the Sales Force: “If your company is refocusing its efforts on sales revenue enhancement, you must read this book. If you want motivated salespeople and superior sales results, act on its content.” Noel Capon, R. C. Kopf Professor of International Marketing, Chair of Marketing Division, Graduate School of Business, Columbia University “This book provides great guidance for any business leader who wants to capitalize on sales compensation as a tool for driving business results.” Rick Justice, Executive Vice President, Worldwide Operations and Business Development, Cisco Systems “Dave Cichelli is the premiere sales compensation educator today. You will immediately find this work informative, helpful, [and] thought-provoking.” Mark Englizian, former Director of Global Compensation, Microsoft Corporation

Compensating The Sales Force Third Edition A Practical Guide To Designing Winning Sales Reward Programs

DOWNLOAD

Author : David J. Cichelli
language : en
Publisher: McGraw Hill Professional
Release Date : 2017-11-24

Compensating The Sales Force Third Edition A Practical Guide To Designing Winning Sales Reward Programs written by David J. Cichelli and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-11-24 with Business & Economics categories.

Leverage the full power of your sales force with a cutting-edge compensation program Salespeople are motivated by many things—and how they’re paid tops the list. Sales compensation is one of the best tools for motivating any sales force and thus maximizing business revenue. Do you have strategically aligned sales compensation plans or are your pay plans holding back your sales force? Compensating the Sales Force has helped thousands of business leaders worldwide create sales compensation programs that drive sales performance, increase revenue, and trigger business growth. Now, this new edition brings you fully up to date with new approaches for a business landscape where product/solution objectives and customer needs are in constant in flux. Sales guru David Cichelli provides everything you need to build an incentive plan that delivers real financial results. He takes you step-by-step through the process of setting target pay, selecting the right performance measures, and establishing quotas. You’ll learn everything there is to know about: •Why job content drives sales compensation design •Methods for calculating formulas for payout purposes •The roles of quota allocation, sales crediting, and account assignment •Compensating a complex sales organization and global sales teams •Administering, monitoring, and measuring the effectiveness of the program An indispensable resource for anyone involved in sales compensation—from CEOs and sales managers to HR personnel to IT professionals—Compensating the Sales Force provides all the tools you need to design and implement a sales compensation plan that increases profits―and drives the sales team to exceed sales targets.

Compensating The Sales Force A Practical Guide To Designing Winning Sales Compensation Plans

DOWNLOAD

Author : David J. Cichelli
language : en
Publisher: McGraw Hill Professional
Release Date : 2003-09-22

Compensating The Sales Force A Practical Guide To Designing Winning Sales Compensation Plans written by David J. Cichelli and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003-09-22 with Business & Economics categories.

Compensating the Sales Force is a uniquely jargon-free, how-to guide to all major sales compensation concepts and formulas. Using real-world examples, guru David J. Cichelli: Helps readers select the right compensation strategy for their firm Provides step-by-step guidance to implementing various approaches Simplifies the mathematical formulas that are a thorn in most manager's side

Designing Sales Compensation Plans

DOWNLOAD

Author : Jerome A. Colletti
language : en
Publisher: Worldatwork
Release Date : 1994-01-01

Designing Sales Compensation Plans written by Jerome A. Colletti and has been published by Worldatwork this book supported file pdf, txt, epub, kindle and other format this book has been release on 1994-01-01 with Compensation management categories.

Designing A Sales Compensation Plan How To Create An Effective Incentives Program For Your Sales Force

DOWNLOAD

Author : Vangelis Sakelliou
language : en
Publisher:
Release Date : 2019-01-16

Designing A Sales Compensation Plan How To Create An Effective Incentives Program For Your Sales Force written by Vangelis Sakelliou and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-01-16 with categories.

Sales compensation plans are at the heart of sales management. When designed well, an incentives scheme becomes a tool that can be used to manage, nurture, motivate, and guide a sales team. When the scheme works correctly, it helps the sales team to thrive. An effective plan has a dual role: To align the sales activity to the company's objectives and to motivate sales people to perform or even go beyond reaching their targets. Sales is built around objectives. Nothing is left to chance - there are always objectives and targets to be met. These targets give salespeople a clear path to follow. They ensure that each salesperson knows their objectives, and can form a strategy for success. The incentives scheme lets salespeople know what reward they can expect if they reach their targets. It's a motivator - that's its core function.A sales compensation program cannot be designed in a minute. It takes time, resources and skills to make it efficient. Sales management understands that the consequences of a scheme designed improperly are negative and may lead to unfortunate circumstances. This book is helping design teams and sales management to avoid making these mistakes and trying to help them design a system that is effective from the beginning. Many people overlook that the design process involves many different decisions, from considering the sales roles that shall be rewarded and the employees eligible to get incentives for their job and successes to the decision on the target cash compensation for a role, how much of it shall be in variable and how much in fixed salary. The process requires an examination on whether to use a commission or a bonus scheme and why. It also needs to determine what type of goals shall the scheme incentivise and what is the weight for each measure. The book also includes vital information on additional aspects of the program that some people forget to consider such as its administration, operation and communication to the sales force.

Designing Sales Compensation Plans

DOWNLOAD

Author : Jerome A. Colletti
language : en
Publisher:
Release Date : 1998

Designing Sales Compensation Plans written by Jerome A. Colletti and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1998 with Sales personnel categories.

Designing Effective Incentive Compensation Plans

DOWNLOAD

Author : Sal DiFonzo
language : en
Publisher: Createspace Independent Publishing Platform
Release Date : 2015-12-15

Designing Effective Incentive Compensation Plans written by Sal DiFonzo and has been published by Createspace Independent Publishing Platform this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-12-15 with Compensation management categories.

Drawing on two decades of compensation experience, Sal DiFonzo explores how to transition a firm from a traditional discretionary plan to a contemporary structured incentive compensation plan. The issues in this process can be complex, but DiFonzo simplifies them by taking the reader step-by-step through the rationale behind creating a structured incentive compensation plan, each phase of the creation process, and expert strategies for solving the issues that invariably arise with changes to compensation. While examples are drawn from the design and construction industry, firms from all industries seeking to drive strategy, engage employees and achieve success will find this book to be a valuable guide.

Compensating New Sales Roles

DOWNLOAD

Author : Jerome A. Colletti
language : en
Publisher: AMACOM Div American Mgmt Assn
Release Date : 2001

Compensating New Sales Roles written by Jerome A. Colletti and has been published by AMACOM Div American Mgmt Assn this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001 with Business & Economics categories.

Now updated to cover the online selling arena--the most comprehensive guide to building an innovative sales compensation plan.