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The Complete Guide to Sales Force Compensation

The Complete Guide to Sales Force Compensation

How to design and implement plans that work

The third book in the sales force series from ZS Associates shows organizations how to motivate their sales force, drive results and increase their bottom line. A well-designed and implemented incentive program is a powerful tool for building a motivated, highly effective sales force that delivers outstanding results. Yet incentive programs are notoriously complicated instruments: often too stingy to motivate, too quick to reward mediocre results, too complicated to understand, or too difficult to implement.

 

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About the Book

The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work by Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer (AMACOM Books, August 2006) is a practical, accessible, detailed road map for building a compensation system that gets it right.

Featuring eye-opening, real-world examples, detailed case studies and scorecards, as well as valuable insight on how readers can assess their current plan and evaluate and compare proposed alternatives, the book provides step-by-step methods to help readers design, implement, and administer a more effective new plan encompassing pay level, salary-incentive mix, performance measures, and the performance-payout relationship.

Help for Sales and Human Resources Professionals
This invaluable book helps sales and human resources professionals:

  • Design a compensation plan that attracts and retains successful salespeople.
  • Avoid the common trap of overusing incentives to solve too many sales management problems.
  • Set territory-level goals that are fair and realistic — and avoid overpaying the sales force because goals are too easy, or demoralizing salespeople because goals are too difficult or not fairly assigned.
  • Build an incentive plan that is aligned with the company’s goals and culture.
  • Manage a successful transition to a new compensation plan and build effective administration systems to support the plan.

Packed with ready-to-use formulas and a wealth of insights from frontline sales managers and executives, the book is a hands-on, easy-to-read “playbook” for making crucially important decisions.

About the Authors
The authors are authorities on sales force management, bringing a depth of experience, theory, insight and detail to the issue. Zoltners and Sinha began their collaboration 30 years ago as academic researchers. Their work found successful application in business and in 1983 they founded ZS Associates, now a global firm specializing in sales and marketing strategy, operations and execution.

Through their work at ZS, Zoltners, Sinha and Lorimer have worked with hundreds of sales organizations throughout the world. Zoltners is also a Professor of Marketing at the Kellogg School of Management at Northwestern University, and Zoltners and Sinha teach executive education seminars in sales force management and compensation at Kellogg, the London Business School, the Indian School of Business, and for corporate sales leadership teams.

Details
Authors: , ,
Series: The Sales Force Series, Book 3
Genre: Sales Compensation
Publisher: AMACOM Books
Publication Year: 2006
ASIN: 0814437737
ISBN: 9780814437735
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About the Author
Andris A. Zoltners

Andris A. Zoltners is a professor emeritus of marketing at Northwestern University’s Kellogg School of Management and a cofounder of ZS. He has personally consulted for more than 200 companies in over 20 countries. He has spoken at numerous conferences and has taught sales force topics to thousands of Executive, MBA and PhD students. He is co-author of numerous academic articles and a series of books on sales force management. He received his PhD from Carnegie-Mellon University.

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