Compensating the Sales Force: A Practical Guide to Designing Winning Sales Compensation Plans

Description

Like most CEOs of companies I started off as an Engineer. I understand Engineering very well and my company's Engineering staff is second to none. The problems come in the sales department where I started by proposing simple base plus commission pay structure and wondered for a couple of years why my sales force was achieving the dollar volume but didn't meet other goals such as new product launch, product mix, new market mix and other goals. This book has given me great insight on how to tweak the sales compensation to do these things. I've already tried talking and motivating sales staff to do these other goals but in the end with the sales department it's all about greed and the money. Money talks and adjusting the sales compensation plan is a great tool to achieving your company's goals. The last two years my company's sales staff really kicks b***. We are outselling the competition 3 to 1 when in all markets when we go head to head with them. I highly recommend this book.