The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work
Publisher: American Management Association
Published: 2006
Place of publication: United States of America
Format: ebook
Number of pages: 498
Table of contents: title: Preface viii; title: Acknowledgments xi; title: Chapter 1 Sales Force Incentive Compensation and the Successful Sales Organization; title: Introduction 2; title: The Drivers of Sales Force Compensation Change 12; title: The Sales Force Compensation Challenge 17; title: The Sales Management System 19; title: The Role of Incentive Compensation Within the Sales Management System 23; title: Diagnosing Sales Force Issues 29; title: How This Book Is Organized 32; title: Chapter 2 Reviewing a Current Incentive Compensation Plan and Setting Objectives for a New Plan; title: Introduction 40; title: Is It Really an Incentive Compensation Plan Problem? 41; title: An Overview of a Sales Incentive Plan Assessment Process 44; title: Assessment of Current Sales Compensation Plan Consequences 45; title: Assessment of Current Sales Compensation Plan Consistency and Compatibility 76; title: Developing New Plan Objectives 83; title: Chapter 3 Plan Design Fundamentals; title: Introduction 93; title: Sales Compensation Plan Design Terminology 94; title: Chapter 4 Plan Design Part 1: Determining the Correct Pay Level; title: Is Your Sales Force Pay Level Correct? 108; title: The Range of Sales Force Pay Levels 112; title: How to Determine the Right Sales Force Pay Level 115; title: Conclusion 137; title: Chapter 5 Plan Design Part 2: Finding the Best Salary–Incentive Mix; title: Introduction 141; title: Do You Have the Right Pay Mix? 143; title: The Range of Salary–Incentive Mix 151; title: How to Determine the Right Salary–Incentive Mix 160; title: A Pay Mix Scorecard 179; title: Chapter 6 Plan Design Part 3: Selecting Performance Measures; title: Are You Using the Most Appropriate Performance Measures to Determine Your Incentive Plan Payout? 184; title: Types of Measures 187; title: How to Determine the Most Appropriate Sales Incentive Measures: An Advisory 192; title: How to Determine the Most Appropriate Sales Incentive Measures: Specifics 198; title: Chapter 7 Plan Design Part 4: Determining the Right Performance–Payout Relationship; title: Introduction 226; title: Is the Most Appropriate Performance—Payout Relationship; title: Used for Determining the Incentive Plan Payout? 227; title: Representing Performance—Payout Relationships 228; title: Decision 1: Bonus Plan or Commission Plan? 231; title: Decision 2: Progressive or Regressive Plan? 237; title: Decision 3: Caps or No Caps? 243; title: Decision 4: Pay from the First Dollar or from Goal or a Fraction of Goal? 245; title: Decision 5: Single Measure or Multiple Measures? 251; title: Concluding Insights 261; title: Chapter 8 Evaluating Proposed Sales Incentive Compensation Plan Alternatives and Selecting a New Plan; title: Introduction 265; title: An Overview of Candidate Sales Compensation Plan Assessment 267; title: Quantitative Assessment of a Candidate Sales Compensation Plan 271; title: Qualitative Assessment of a Candidate Sales Compensation Plan 295; title: Future-Proofing Assessment of a Candidate Sales Compensation Plan 306; title: Conclusion: From Objectives to Reality 308; title: Chapter 9 Setting Effective Goals and Objectives; title: Introduction 313; title: Are Your Sales Force Goals Appropriate? 314; title: Types of Goals 327; title: How to Set Effective Sales Force Goals: a Five Step Process 330; title: Tracking Performance Against Goals 369; title: Goal-Setting Recommendations 372; title: Concluding Insights 375; title: Chapter 10 Increasing Sales Force Motivation Through Sales Contests, SPIFFs, and Recognition Programs; title: Introduction 378; title: Sales Contests and SPIFFS 380; title: Recognition Programs 403; title: Insights 407; title: Chapter 11 Making an Effective Transition with a Major Incentive Compensation Plan Change; title: Introduction 410; title: Sales Incentive Compensation Plan Change and the Sales Management System 415; title: Challenging Sales Incentive Compensation Plan Transitions 421; title: A Sales Force Change Process Framework 435; title: Chapter 12 Incentive Compensation Plan Administration; title: Introduction 454; title: Is the Incentive Compensation Plan Administered Well? 458; title: IC Plan Administration Systems and Processes 461; title: How to Design an Effective IC Plan Administration System 476; title: Summary 489; title: Index 491; title: About the Authors 000