- Pages 30
- Chapters 10
- Format PDF
Table of Contents
- TABLE OF CONTENTS
- The three prong Sales Compensation Model
- Sales Force Compensation Strategy
- Quotas, quotas, quotas
- Some ideas
- Support for the sales force culture
Excerpt from the eBookThis Introduction is straight out of the actual introduction in the ebook:
The Sales Force Compensation Strategy can truly make or break even the most thought out and implemented business plan. Ignore this aspect at your own peril.
The compensation strategy is designed to work based on the particular market dynamics, the product, the industry and is meant to compensate the talent and layer of the workforce that represents the interests of all concerned – the SALES REPRESENTATIVE. No matter how well organized a company is, no matter how high/low quality a product is, no matter the industry or the market itself is, if a sale is not transacted then commerce will not happen.
The scope of this eBook is to look at and evaluate some possible sales compensation strategies and highlight some attractive and less attractive features of each. An overview is provided but the level of complexity of the industry and the sophistication of the market will direct the optimum strategy to be implemented for the highest return. This primer will serve as a baseline for the student to decide the general direction and structure of the compensation plan.
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