Compensating the Sales Force

A Practical Guide to Designing Winning Sales Reward Programs Purchase Now

By David J. Cichelli
McGraw Hill (2010)

David Cichelli brings practical, real world experience to presenting best practices in sales compensation design in Compensating 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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Reviews

“If your company is refocusing its efforts on sales revenue enhancement, you must read this book. If you want motivated salespeople and superior sales results, act on its content.”

Noel Capon
R.C. Kopf Professor of International Marketing
Chair of Marketing Division
Graduate School of Business
Columbia University

“This book provides great guidance for any business leader who wants to capitalize on sales compensation as a tool for driving business results.”

Rick Justice
Executive Vice President, Worldwide Operations and Business Development
Cisco Systems

“Dave Cichelli is the premiere sales compensation educator today. You will immediately find this work informing, helpful, thought-provoking.”

Mark Englizian
Former Director of Global Compensation
Microsoft Corporation