Compensating the Sales Force. A practical guide to designing winning sales reward programs. 2nd edition David j. Cichelli .
Compensating the Sales Force. A practical guide to designing winning sales reward programs. David j. Cichelli . 2015 . ISBN 9780071739023. Thorough, well researched and put into a easy to read style. I reviewed the first edition in 2010 and this one is an even better resource. If you want an all in one book this one will do it. It addresses almost every sales compensation question your could ask and it reflects today’s evolved selling environment. Lots of good examples and through templates to follow . I especially liked his updated chapters on plans for the difficult roles, which was helpful and often not covered as well. A book for every sales manager, CEO
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