Compensating Salespeople in the Smaller Store
Author: Leonard Mongeon
Publisher:
Published: 1954
Total Pages: 44
ISBN-13:
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Author: Leonard Mongeon
Publisher:
Published: 1954
Total Pages: 44
ISBN-13:
DOWNLOAD EBOOKAuthor: Joseph Scheines
Publisher:
Published: 1956
Total Pages: 188
ISBN-13:
DOWNLOAD EBOOKAuthor: Andris Zoltners
Publisher: AMACOM
Published: 2006-08-07
Total Pages: 511
ISBN-13: 0814429726
DOWNLOAD EBOOKA 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.
Author: National Retail Merchants Association. Store Management Group
Publisher:
Published: 1938
Total Pages: 80
ISBN-13:
DOWNLOAD EBOOKAuthor: Alfred L. Seelye
Publisher:
Published: 1957
Total Pages: 72
ISBN-13:
DOWNLOAD EBOOKAuthor: David J. Cichelli
Publisher: McGraw Hill Professional
Published: 2003-09-22
Total Pages: 235
ISBN-13: 0071435972
DOWNLOAD EBOOKCompensating 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
Author: Howard Clark Greer
Publisher:
Published: 1926
Total Pages: 24
ISBN-13:
DOWNLOAD EBOOKAuthor: Howard Clark Greer
Publisher:
Published: 1926
Total Pages: 24
ISBN-13:
DOWNLOAD EBOOKAuthor: Doug J. Chung
Publisher:
Published: 2020-06-04
Total Pages: 64
ISBN-13: 9781680836844
DOWNLOAD EBOOKA Practical Approach to Sales Compensation takes readers through the evolution of academic research on sales compensation. By examining the relevance of existing research, it provides practical guidance on the design of an effective compensation system. Furthermore, the monograph discusses how recent technological advances in artificial intelligence (AI) and machine learning (ML) shape sales strategy transformation and, thus, sales compensation systems of the future. After an introduction, Section 2 illustrates a practical outline for designing a sales compensation system and the associated dilemma that organizations often face. Section 3 examines the theoretical foundations of effective sales compensation structures and their validity--in particular, application of the principal-agent theory, which derives optimal compensation systems under the presence of agents' moral hazard. Section 4 addresses recent developments in field research: randomized field experiments jointly conducted by academics and organizations as well as structural econometric methods using micro-level performance and compensation data. Section 5 illustrates how advances in technology affect organizations' sales strategies and, thus, the challenges and opportunities in utilizing compensation structure to motivate salespeople.
Author: United States. Congress. Senate. Committee on Labor and Public Welfare. Subcommittee on Labor
Publisher:
Published: 1965
Total Pages: 1614
ISBN-13:
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