Sales Force Compensation by John P. Steinbrink

Cover of: Sales Force Compensation | John P. Steinbrink

Published by Dartnell Corp .

Written in English

Read online

Subjects:

  • Salary Surveys,
  • Sales

Book details

The Physical Object
FormatHardcover
ID Numbers
Open LibraryOL11563202M
ISBN 100850131561
ISBN 109780850131567
OCLC/WorldCa15257877

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Sales force compensation pertains to the manner in which sales representatives are paid. Some sales reps have percent of their wages or income guaranteed. This type of payment structure can be used to improve customer service, encouraging sales reps to spend more time with customers.

Other sales reps have part of. Purpose. The purpose of the sales force compensation metric is to determine the mix of salary, bonus, and commission that will maximize sales generated by the sales force.

When designing a compensation plan for a sales force, managers face four key considerations: level of pay, mix between salary and incentive, measures of performance, and performance-payout relationships.

Sales Force Compensation book Compensating the Sales Force has helped thousands of business leaders worldwide create sales compensation programs that drive sales performance, increase revenue and trigger business growth.

This third edition brings you fully up to date with new approaches for a business landscape where product/solution objectives and customer needs are in. 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 ) 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. ADVERTISEMENTS: Sales-force compensation is number one problem confronting every sales management.

Compensation, here, stands for the monetary and non­monetary reward given by the firm to, its sales-force in return for the services rendered. Though, compensation stands for contractual payments, there can be non-contractual and ad-hoc payments.

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.

An indispensable resource for anyone involved in sales compensation―from CEOs and sales managers to HR personnel to IT professionals―Compensating the Sales Force provides all the tools you need to design and implement a sales compensation plan that increases profits―and drives Sales Force Compensation book sales team to exceed sales targets.

Purchase the book». Access a free summary of The Complete Guide to Sales Force Incentive Compensation, by Andris A. Zoltners et al. other business, 8/10(). This Sales Force Compensation All-Inclusive Self-Assessment enables You to be that person. All the tools you need to an in-depth Sales Force Compensation Self-Assessment.

Featuring new and updated case-based questions, organized into seven core areas of process design, this Self-Assessment will help you identify areas in which Sales Force Pages: Dynamic pricing and compensation on heterogeneous sales forces 16 June | Journal of Systems Science and Systems Engineering, Vol.

21, No. 2 An analysis of the profitability of fee-based compensation plans for search engine marketingCited by:   The sales compensation plan has a major influence within the exciter category of drivers.

The systems that manage performance by defining success, setting expectations, and tracking performance. Sales compensation can also play a role in controlling the sales force.

Book No 2 The Sales Compensation Handbook (Click the image for details) Truly a comprehensive resource, The Sales Compensation Handbook, Second Edition is packed with problem-solving advice and insights that will help you keep your reps and your company profitable.

Written by experienced analysts from one of the world's leading consulting firms. A sales compensation plan should motivate the entire sales force, retain top performers and pinpoint weak salespeople.

to republish in a book or use for a commercial purpose) without SHRM. For anyone in pharmaceutical sales force compensation, this book is a must-have for your library. BUY NOW. Life Sciences Sales Incentive Compensation. A MOTIVATED, ENERGIZED AND ENGAGED SALES FORCE has tremendous ability to drive sales, and the incentive compensation (“IC”) plan against which a sales force is compensated has the ability to.

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). With a commission-based compensation system, you’ll only pay your sales force when they bring in customer dollars.

“We see a fair amount of commission plans,” says Per Torgersen, a principal at Better Sales Comp Consultants, a Los Angeles-based sales strategy firm.

Truly a comprehensive resource, The Sales Compensation Handbook, Second Edition is packed with problem-solving advice and insights that will help you keep your reps and your company profitable.

Written by experienced analysts from one of the world's leading consulting firms, the book gives you "pearls of wisdom" from years of first-hand experience and reveals a myriad of 5/5(2).

Find many great new & used options and get the best deals for Complete Guide to Sales Force Compensation: How to Plan Salaries, Commissions, Bonuses, Quotas Everything Needed to Achieve Top Sales Results by James F. Carey (, Hardcover) at the best online prices at eBay.

Free shipping for many products. An experienced Salesforce Administrator with years of experience earns an average total compensation of $87, based on salaries.

In their late career (20 years and higher), employees. A theory of salesforce compensation plans is presented where the sales of a product depend not only on the salesperson's effort but also on the uncertainty in the selling environment.

The firm chooses a compensation plan to maximize its profit taking into account the salesperson's likely effort levels under alternative compensation plans and Cited by: Download a complimentary copy of the book’s introduction for a preview of what the future holds for sales compensation.

About the Authors Andris Zoltners is a cofounder of ZS and a Professor Emeritus of Marketing at Northwestern University’s Kellogg School of Management, where he has taught sales force topics to thousands of executive, M.B.

Handbook of business-to-business marketing deciding whether to delegate price setting to the sales force, and if so, what degree of price dispersion to allow, and whether to link compensation to the chosen level of prices; setting pay differentials for sales professionals at different levels in the sales organi- zation; setting the time horizon over which to offer rewards;File Size: KB.

Compensating the Sales Force by David J. Cichelli (Book Summary) November 1, jdonovan. Fourteen step formula for designing sales rep compensation: Determine eligibility The most common eligibility criteria require job incumbents to (1) have customer contact and (2) persuade the customer to act in a positive financial benefit to the company.

Leadership style of the Sales Manager is such that the sales force is fully satisfied with the work environment. Managerial grid type leadership may be more rewarding.

iii. Suitable compensation package for the sales-force provide motivation to do their best. Sales-force compensation is an important tool for motivation. The compensation has two. Chad authored the book Sales Compensation Solutions and The Future of Sales Compensation and several articles in publications including Compensation and Benefits Review, World at Work Journal, and Workspan.

In addition, he is a regular contributor to “The Carrot,” the most widely read blog on sales compensation. The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans that Work BOOK 8H 41M Packed with hundreds of real-life examples of what works and what doesn’t, this guide is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce.

The book’s focus is on maximizing the financial return from the field sales force, and it presents proven steps that have worked with other distributors—so they should work for you. This book is not about theories; it’s about practical experience and expert guidance for surviving and growing in today’s world.

Ways to Structure Your Sales Compensation Plan. Choosing the right sales compensation plan for your company plays an important role in motivating your sales team and helping you achieve your sales goals. Here are a number of common ways you can structure your compensation plan: 1.

A well-designed sales compensation package will enable a company to focus its sales activities on desired results, tie the rewards directly to achievement level and be sufficiently flexible to handle future market shifts.

As the company’s business model and marketing plan vary, the sales compensation package needs to reflect this new strategy. The sales compensation plan should be available and distributed to the sales force. The front line manager should use it as a tool to communicate the sales strategy and goals and motivate the Author: Elizabeth Wasserman.

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