Overview
Main description
The classic guide to raising your bottom line with the right compensation strategy—fully revised and updated
Since 2002, Compensating the Sales Force has been the most popular guide to use compensation as an effective tool for impacting the performance of sales teams.
Sales leaders have turned time and again to this authoritative, jargon-free handbook to guide them through the entire process, including:
- Setting target pay
- Selecting the right performance measures
- Establishing quotas
- Determining the mix and upside opportunities
- Constructing the right formula.
This fully updated edition of Compensating the Sales Force also has brand-new information about compensation strategies for complex-sales organizations and the right tools for compensating global sales teams.
Praise for the First Edition:
"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, Senior Vice President, Worldwide Sales, Cisco Systems
"Dave Cichelli is the premiere sales compensation educator today. You will immediately find this work informative, helpful, [and ]thought-provoking."
Mark Englizian, Director of Global Compensation, Microsoft Corporation
Author comments
About the Author
David J. Cichelli is Senior Vice President of The Alexander Group. He is a national expert in sales compensation and is the Firm's sales compensation practice manager. He helps his clients develop field incentive plans that ensure alignment between corporate sales objectives and sales resources. David is a frequent speaker on sales effectiveness and sales compensation issues. He teaches sales effectiveness for Columbia University's Sales Management Program. David has been with The Alexander Group for over 20 years with clients that include leading companies from among most major industries including financial services, hi-tech, software, telecom, wholesale, consumer goods, healthcare, and many others.. His previous experience includes field sales support for an industrial chemical company and a sales compensation practice manager for a large human resources consulting firm. He is author of WorldatWork's one-day class on sales compensation. He is a contributing author to Sales and Marketing Magazine.
