Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs

Sales compensation remains a critical lever for driving business performance and aligning sales behaviors with company goals. David J. Cichelli's Compensating the Sales Force, Third Edition offers a comprehensive and practical framework for designing effective and motivating sales reward programs. This edition updates foundational principles with contemporary insights, addressing emerging trends and challenges in sales force management.

• Alignment with Business Strategy: Effective sales compensation plans must directly support the company’s strategic objectives, ensuring sales behaviors drive desired outcomes.
• Tailored Incentive Structures: There is no one-size-fits-all; compensation programs should be customized to different sales...

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