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

Key Facts and Insights from Compensating the Sales Force

1. The book provides an in-depth understanding of sales compensation, its purposes, and the components of a successful sales compensation plan.
2. It highlights the role of sales compensation in achieving business objectives and driving the performance of salespeople.
3. The book explains the key principles used in designing effective sales compensation plans.
4. It provides insights into the different types of sales compensation plans and their appropriateness in different situations.
5. The book addresses the complex relationship between sales compensation and sales performance.
6. It presents practical methodologies for implementing and managing sales compensation plans,...

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