|Statement||George Holmes and Neville Smith.|
|Series||[Marketing series], Marketing series (London, England)|
|LC Classifications||HF5439.7 .H65 1987|
|The Physical Object|
|Pagination||ix, 133 p. :|
|Number of Pages||133|
|ISBN 10||043490743X, 0434907448|
|LC Control Number||87164171|
The Complete Guide to Sales Force Incentive Compensation explores the concepts, tools, and processes necessary to create incentive plans that motivate the sales force and drive results. The book provides step-by-step methods to help readers design, implement, and administer a new plan encompassing pay level, salary-incentive mix, performance measures, and /5(12). “Andris Zoltners, Parbhakant Sinha, and Sally Lorimer wrote a definitve book on this topic, The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans that Work (Amacom, ). It’s about pages long and costs $Brand: AMACOM. Designing an incentive plan to turn sales reps into sales superstars! If you're like most sales leaders, your incentive program is a constant challenge, as you try to jumpstart sales, energize a geographically dispersed and autonomous workforce, and motivate salespeople to achieve ambitious revenue goals/5. The Complete Guide to Sales Force Incentive Compensation is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes/5(12).
aligning sales force incentives and building the infrastructure: insights into how to align sales force incentive schemes; tools and instruments to enable the sales force to perform. The third in Hinterhuber and Liozu’s successful pricing series, this book is essential reading for pricing strategy and sales scholars and practitioners. The Complete Guide to Sales Force Incentive Compensation by Andris A. Zoltners, Prabhakant Sinha and Sally Lorimer Considered the ultimate textbook on sales incentives, this book from ZS Associates shows organizations how to motivate sales teams through compensation, covering everything from design to implementation in a practical step-by-step style. In order to combat the costly effects of voluntary attrition among sales representatives (estimated by the Hay Group to be $, per individual), pharmaceutical companies must now ensure that their existing sales force remains productive, motivated, and committed by developing and refining strategic incentive and reward programs. A well-designed and implemented incentive program is a powerful tool for building a motivated, highly effective sales force that delivers outstanding results. This book offers a practical, accessible, detailed road map for building a compensation system that gets it right.
Personalize every experience along the customer journey with the Customer Unify marketing, sales, service, commerce, and IT on the world's #1 CRM. The Complete Guide to Sales Force Incentive Compensation is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes. Packed with hundreds of real-life examples of what works and what doesn’t, this important guide helps you/5(8). The Complete Guide to Sales Force Incentive Compensation (Book Summary) November 7, jdonovan The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work by Andris A. . Not all sales compensation is the same. Structuring incentives using these four building blocks, can improve the bottom line. Sales calls aren’t what they used to be. For starters, salespeople are interacting with customers who are armed with heaps of prior research, thanks to the availability of digital and in-person channels.