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.