Sales Compensation Solutions Addressing TheToughest Sales Incentive Issues in Today's Changing Business World

Creating a successful sales compensation program in today s changing business environment is no easy feat. Advances in information technology, better-informed customers, global competition and workforce diversity are just some of the market shifts requiring companies to be agile and rethink many sales force decisions and programs, including sales compensation. As businesses implement new approaches for designing, managing and supporting today s sales forces, sales compensation remains a powerful tool for motivating salespeople, providing strategic direction and retaining the best talent. Written by some of the world s leading sales compensation experts, Sales Compensation Solutions offers actionable insights and ideas that sales and compensation professionals can use to design and implement programs that work in today s selling environment. In this book you ll learn how to: - Adapt compensation to changing sales roles - Motivate the sales force with more than money - Create incentives that drive the top and bottom lines - Establish a global sales compensation program - Use analytics to boost sales compensation impact - Set quotas that motivate - Help the sales force embrace compensation plan change - And more