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The Compensation Handbook, Sixth Edition: A State-of-the-Art Guide to Compensation Strategy and Design, 6th Edition by Dorothy Berger, Lance Berger

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17

Aligning Sales Compensation Plan Design with Talent Retention Strategy

JEROME A. COLLETTI

Colletti-Fiss, LLC

MARY S. FISS

Colletti-Fiss, LLC

For most companies, the essence of business success is the ability to attract and retain customers. Because the sales force is a vital link between a company and its customers, it holds the key to business growth and profitability. A properly directed, motivated, and rewarded sales force will make a significant contribution to the achievement of these business measures. The sales compensation plan is one of a company’s biggest investments in its sales organization and one of the most powerful tools available to help management achieve optimal sales force motivation and performance. This presumes, of ...

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