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 2
Sales Compensation Fundamentals
In this chapter, we will review key sales compensation fundamentals. First, we will review variable compensation models and then examine why sales compensation is unique. Next, we will discuss the difference between income producers and sales representatives. Lastly, we will examine sales compensation design elements.
VARIABLE COMPENSATION MODELS
Figure 2-1 depicts five different types of common variable compensation models.
Figure 2-1 Common types of variable compensation plans.
The chart divides all incentive plans into two major categories: “target rate” and “target pay.” A “unit rate” plan has a ...
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I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.