November 2017
Intermediate to advanced
352 pages
7h 57m
English
book
Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs, 3rd Edition
by David J. Cichelli
Content preview from Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs, 3rd Edition
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Chapter 14
Administration
Sales compensation requires attentive administration and, in some cases, powerful automation tools. When done well, effective administration acts as an unseen but indispensable program foundation. To be successful, the sales compensation program needs responsive headquarters administration and unerring execution. Support for the sales compensation plan by sales personnel is a combination of aspiration, compliance, and trust. Ineffective administration can quickly erode participant trust. Inaccurate checks, incorrect crediting, late payments, and confused reporting will expend a sales force’s goodwill. As the performance periods unfold from weeks to months, from months to quarters, and from quarters to annual measurement ...
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