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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Introduction
Welcome to the powerful—and sometimes confusing—world of sales compensation!
If you are reading this, you probably work with a sales force and your never-ending objective is to help improve sales performance. Your company might be a manufacturer, service provider, reseller, or retailer; your customers might be other businesses or consumers. Your company might sell direct to end users or through channel partners; your sales force might be small or large.
You know that sales compensation is one of many tools available to help you direct your company’s sales efforts. You also know that, if done correctly, sales compensation can dramatically improve performance; if done poorly, it can cripple your sales efforts.
Whether you are a sales ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
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.
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.