Sales Compensation Made Easy: Based on decades of experience designing sales compensation plans for many companies.  Includes numerous true and ... actual sales compensation plans (Volume 1)
Authors Background For 25 years, I developed the sales compensation  programs, sales contests, spiffs/bonuses, and stock award programs for a large medical device company.  During this time I also designed sales compensation plans for other companies as well. Sales forces ranged in size from a few reps to over 2,500 sales and service people.  I designed sales comp plans for start-ups, mature companies with billions in revenue, slow and fast growing organizations.  I addressed numerous issues in sales comp plans including high and low share territories, one product sales forces, multiple product sales forces, fast and slow growing businesses, high and low margin products, large and small sales forces, multiple levels of sales management, high and low rep influence products, consumer purchased products, B 2 B products, and many other issues.   I converted numerous sales organizations from distributors/agents/independents to direct employees with most of the “independents” becoming employees.  I also built distributor organizations.   I created and led a national seminar on sales comp design for three years. Sales comp practitioners from around the country came together to discuss their issues, solutions, trends, etc. Among the participants were Coca Cola, Pfizer, Hoerscht, Abbot, 3M Medical products, Canadian and U.S. communication companies, DuPont, and many others. After retiring early via word of mouth, (no marketing, website, etc), companies began calling me to see if I would help them with their sales comp, sales contests and other sales force related issues.  Having now completed projects for several companies and reflecting on the difficulties many companies have in this area, I decided to write this book to at least offer my perspective on the how to and how not to design sales comp plans.  My hope is this book will help other companies avoid the true disaster stories you will read about in the book. Sales Comp Made Easy (SCME) is intended to help companies develop good sales comp designs, avoid “Fatal Flaws” in those designs, and offer constructive ideas on the design and communication process to have – Sales Comp Made Easy! This book may not contain everything you need, but it will certainly help with your design process and will help ensure you avoid many fatal flaws.  I have used the concepts in this book many times and simply - they work.