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The Sales Compensation Handbook »
Authors: Stockton B. Colt
ISBN-13: 9780814417133, ISBN-10: 0814417132
Format: Paperback
Publisher: AMACOM
Date Published: August 1998
Edition: (Non-applicable)
Author Biography: Stockton B. Colt
STOCKTON B. COLT (Los Angeles, CA and Santa Fe, NM) is a principal at Towers Perrin, an internationally known consulting firm in the compensation field. He is also a frequent speaker on sales productivity and compensation.
Book Synopsis
Now in an updated and expanded edition, The Sales Compensation Handbook provides the information and tools needed to design and implement top-notch sales compensation programs.
This authoritative reference from experts at Towers Perrin provides guidance on all aspects of compensating salespeople, including cash and non-cash incentives
• base salary, bonus, and commission scales
• team-selling roles and implications
• linking compensation to company culture, and much more.
Sales managers and compensation professionals alike will find this comprehensive resource a valuable tool for building sales rep productivity.
Table of Contents
| Preface | ||
| Acknowledgments | ||
| 1 | Sales Compensation - One Component of an Effective Sales Management System | 1 |
| 2 | Cultural Influences on Sales Compensation Strategy | 13 |
| 3 | Assessing Sales Effectiveness | 23 |
| 4 | Checking for Problems | 40 |
| 5 | What to Do Now? | 52 |
| 6 | Organizing for Effectiveness | 65 |
| 7 | The Linkage Between Sales Roles and Compensation | 79 |
| 8 | Selecting Performance Measures | 94 |
| 9 | Making Pay Comparisons | 112 |
| 10 | Establishing Guiding Principles | 136 |
| 11 | Selecting From the Menu of Plan Design Alternatives | 140 |
| 12 | Packaging Compensation Risk | 152 |
| 13 | Using Mechanics to Fine-Tune a Plan Design | 156 |
| 14 | Analyzing the Cost of the Plan | 169 |
| 15 | Plan Documentation | 184 |
| 16 | Implementing the Sales Compensation Program | 200 |
| 17 | Setting Reasonable Goals | 228 |
| 18 | Designing Plans for Specialized Selling Roles | 244 |
| 19 | Measuring and Rewarding Team Selling | 257 |
| 20 | Compensating the Sales Manager | 271 |
| 21 | Total Rewards Package | 281 |
| 22 | Managing the Other Drivers of Sales Performance | 296 |
| Glossary | 309 | |
| Index | 312 | |
| About the Editor | 321 | |
| Contributors | 322 |
Subjects
Business Books
Human Resources Employees - Compensation, Flexible Scheduling & Benefits
Business Books Management & Leadership Management - Professional & Reference
Business Books Management & Leadership Organizational Behavior
Business Books Marketing & Sales Sales
Human Resources Employees - Compensation, Flexible Scheduling & BenefitsBusiness Books
Management & Leadership Management - Professional & ReferenceBusiness Books
Management & Leadership Organizational BehaviorBusiness Books
Marketing & Sales Sales