{"product_id":"9780814437735_the-complete-guide-to-sales-force-incentive-compensation-how-to-design-and-implement-plans-that-work","title":"The Complete Guide To Sales Force Incentive Compensation: How To Design And Implement Plans That Work","description":"\u003cbr\u003e\u003cp\u003e\u003cstrong\u003eA well-designed and implemented incentive program is an essential tool for building a motivated, highly effective sales force that delivers the results you need.\u003c\/strong\u003e\u003c\/p\u003e\u003cp\u003eIncentive programs are seductively powerful but complicated instruments. Without careful planning and implementation, they can be too stingy to motivate, too complex to understand, too quick to reward mediocre results, and too difficult to implement. \u003cem\u003eThe Complete Guide to Sales Force Incentive Compensation\u003c\/em\u003e is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes.\u003c\/p\u003e\u003cp\u003ePacked with hundreds of real-life examples of what works and what doesn't, this important guide helps you:\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eUnderstand the value of building an incentive plan that is aligned with your company's goals and culture.\u003c\/li\u003e\n\u003cli\u003eAvoid the common trap of overusing incentives to solve too many sales management problems.\u003c\/li\u003e\n\u003cli\u003eMeasure the effectiveness of your current incentive program, employing easy-to-use tools and metrics for pinpointing its weak spots.\u003c\/li\u003e\n\u003cli\u003eDesign a compensation plan that attracts and retains successful salespeople, including guidelines for determining the correct pay level, the best salary incentive mix, the proper performance measures, and the right performance payout relationship.\u003c\/li\u003e\n\u003cli\u003eSelect an incentive compensation plan that works for your organization -- then test the plan before it is launched.\u003c\/li\u003e\n\u003cli\u003eSet territory-level goals that are fair and realistic, and avoid overpaying the sales force or demoralizing salespeople by having difficult goals or not fairly assigned.\u003c\/li\u003e\n\u003cli\u003eCreate and manage sales contests, SPIFFs (Special Performance Incentive for Field Force), and recognition programs that consistently deliver the intended results.\u003c\/li\u003e\n\u003cli\u003eManage a successful transition to a new compensation plan and build efficient administration systems to support your plan.\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eFilled with ready-to-use formulas and assessment tools and a wealth of insights from frontline sales managers and executives, \u003cem\u003eThe Complete Guide to Sales Force Incentive Compensation\u003c\/em\u003e is your hands-on, easy-to-read playbook for crucially important decisions.\u003c\/p\u003e","brand":"Andris Zoltners","offers":[{"title":"Default Title","offer_id":46896670670997,"sku":"9780814437735","price":84.99,"currency_code":"AUD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0484\/3175\/9509\/files\/9780814437735_7190ae48-9ae0-4a53-ab35-f7021663956f.jpg?v=1776888183","url":"https:\/\/harpercollins.com.au\/products\/9780814437735_the-complete-guide-to-sales-force-incentive-compensation-how-to-design-and-implement-plans-that-work","provider":"HarperCollins AU","version":"1.0","type":"link"}