Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs, Second Edition

Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs, Second Edition

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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
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.


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
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Product details

  • Hardback | 304 pages
  • 152 x 228 x 32mm | 580.6g
  • McGraw-Hill Education - Europe
  • MCGRAW-HILL Professional
  • New York, NY, United States
  • English
  • 2nd edition
  • 0071739025
  • 9780071739023
  • 539,009

About David J. Cichelli

David J. Cichelli (Scottsdale, AZ) is Senior Vice President of TheAlexander Group. He has been an instructor atseveral academic institutions, including ColumbiaUniversity. He is a frequent speaker at nationalassociation meetings and serves clients from avariety of industries, including financial services,high-tech, software, telecom, and health care.Cichelli authored WorldatWork's one-day class onsales compensation.
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40 ratings
3.6 out of 5 stars
5 15% (6)
4 45% (18)
3 30% (12)
2 5% (2)
1 5% (2)
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