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 8
Support Programs: Territories, Quotas, and Crediting
Sales compensation programs function in concert with the following support programs: territory configuration, quota management, and sales crediting. Each of these mission-critical support programs performs an important sales management role. Collectively, sales compensation and these support programs form the backbone of the sales performance management system. Sales management needs to continually define, monitor, and revise these support programs to serve the company’s evolving sales strategy. The success of the sales compensation program rests with the effectiveness of these interdependent programs. Consequently, when redesigning the sales compensation program, sales management ...
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I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
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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.