By Stockton B. Colt
This up to date variation includes the data and instruments essential to layout and enforce firstclass revenues reimbursement programmes. It deals assistance on all facets of compensating salespeople, together with utilizing money and non-cash incentives, and designing base wage, bonus and fee scales.
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Extra info for The Sales Compensation Handbook
Let's look at some examples. The vice president of customer service and marketing of a major gas and electric utility pounded his desk and declared: We must change our culture to be more sales oriented for us to be successful in our evolving marketplace. Our industry is being deregulated, and this company must understand the needs of each customer segment. We have to develop a sales mentality to execute our selling strategy of account retention and penetration. This new sales force is the first line of communication with customers, and it must be both efficient and effective.
Salespeople are doing strange things, the business is in disarray, and our customers are bolting at the mere sight of our name. It's got to be the incentive plan! " "And," says the executive, "it'll be tough to fix. ) "Besides, our industry is so highly specialized that common practice has no meaning here. Which means, of course, we can't look to others for guidance, inspiration, or knowledge. '' Right. Hoping to keep you from indulging in such flights of fancy, we have prepared this second edition of The Sales Compensation Handbook.
Page 1 1 Sales CompensationOne Component of an Effective Sales Management System Despite popular opinion, experience tells us that compensation is but one component of an effective sales management system. Yet it is the dial first and most often turned by management when they attempt to tune sales performance. Sales compensation is rarely the sole solution to problems with field performance. Let's consider some frequently heard symptoms of ailing sales forces and the range of factors to be considered in diagnosing the potential problem, as illustrated in Exhibit 1-1.
The Sales Compensation Handbook by Stockton B. Colt