Compensating the Sales Force
A Practical Guide to Designing Winning Sales Reward Programs
By David J. Cichelli
McGraw Hill (June 2010)
David Cichelli brings practical, real world experience to presenting best practices in sales compensation design inCompensating the Sales Force. This second edition features new chapters on Global Sales Compensation, Difficult to Compensate Sales Jobs and Compensating the Complex Sales Organization.
Sales compensation is a mission-critical pay system for any company. Correctly aligning the sales personnel pay with company objectives provides a “win-win” outcome for both sellers and the company.
Shattering the assumption that superior sales compensation design is an “art” or unique to a particular company,Compensating the Sales Force provides a structured and analytical approach to developing and managing sales compensation plans. No sales leader, CEO, CFO or HR executive should be without this book.
Cichelli is a nationally recognized expert in sales effectiveness issues and sales compensation design and management.
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An enterprise architecture (EA) is a rigorous description of the structure of an enterprise, which comprises enterprise components(business entities), the externally visible properties of those components, and the relationships (e.g. the behavior) between them. EA describes the terminology, the composition of enterprise components, and their relationships with the external environment, and the guiding principles for the requirement (analysis), design, and evolution of an enterprise. This description is comprehensive, including enterprise goals, business process, roles, organizational structures, organizational behaviors, business information, software applications and computer systems.
Despite millions having been spent in a myriad of sales effectiveness initiatives, in-depth studies by independent research firms show that sales effectiveness, overall, is not improving!
This Briefing Paper has been prepared following discussions with many senior sales
managers, who have requested help in the transformation to a ‘Successful Solution Selling
Organization’. The question that most often arises is “How does a real Solution Selling
organization behave, and how can I measure the transition?