Effective Sales Incentive Design For Distributors
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Effective Sales Incentive Design For Distributors
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Author : Mike Marks
language : en
Publisher: Natl Assn Wholesale-Distr
Release Date : 2012-04
Effective Sales Incentive Design For Distributors written by Mike Marks and has been published by Natl Assn Wholesale-Distr this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-04 with Business & Economics categories.
The Complete Guide To Sales Force Incentive Compensation
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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.
What S Your Plan
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Author : Mike Marks
language : en
Publisher: NAW
Release Date : 2003
What S Your Plan written by Mike Marks and has been published by NAW this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003 with categories.
Effective Sales Incentive Compensation
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Author : John Wilson Barry
language : en
Publisher: McGraw-Hill Companies
Release Date : 1981
Effective Sales Incentive Compensation written by John Wilson Barry and has been published by McGraw-Hill Companies this book supported file pdf, txt, epub, kindle and other format this book has been release on 1981 with Business & Economics categories.
Designing Global Sales Incentive Plans
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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.
Designing A Sales Compensation Plan How To Create An Effective Incentives Program For Your Sales Force
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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.
Compensating New Sales Roles
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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.
Designing A Sales Compensation Scheme How To Create An Effective Incentives Program For Your Sales Force
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Author : Vangelis Sakelliou
language : en
Publisher: Nielsen
Release Date : 2019-01-16
Designing A Sales Compensation Scheme How To Create An Effective Incentives Program For Your Sales Force written by Vangelis Sakelliou and has been published by Nielsen this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-01-16 with Business & Economics categories.
Sales compensation schemes 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.
Value Creation Strategies For Wholesaler Distributors
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Author :
language : en
Publisher: Natl Assn Wholesale-Distr
Release Date : 2009
Value Creation Strategies For Wholesaler Distributors written by and has been published by Natl Assn Wholesale-Distr this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009 with Distributors (Commerce) categories.
Sales And Marketing Optimization Developing Competitive Value Propositions In Distribution
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Author :
language : en
Publisher: Natl Assn Wholesale-Distr
Release Date : 2012
Sales And Marketing Optimization Developing Competitive Value Propositions In Distribution written by and has been published by Natl Assn Wholesale-Distr this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012 with Distributors (Commerce) categories.