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

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A powerful sales compensation program is the number-one motivator of salespeople. However, each sales organization is unique; one size pay plans do not work. Sales guru David Cichelli provides everything you need to build the right incentive plan for any type of firm, of any size, in any industry. He takes you step-by-step through the process of setting target pay, selecting the right performance measures, and establishing quotas.