The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work

By Andris A. Zoltners
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"The Complete Guide to Sales Force Incentive Compensation," written by renowned sales expert Andris A. Zoltners, is a comprehensive and essential resource for organizations seeking to optimize their sales force performance.

This book provides a clear and practical framework for designing and implementing effective incentive compensation programs that drive desired sales behaviors and enhance overall results. Zoltners draws on his extensive expertise and real-world examples to offer valuable insights and actionable advice.

Readers will learn how to strategically align incentive compensation plans with business objectives, create motivating and fair reward structures, and strike the right balance between fixed and variable pay. The book also delves into the crucial aspects of quota setting, plan communication, performance measurement, and plan evaluation.

With its concise and insightful approach, "The Complete Guide to Sales Force Incentive Compensation" equips individuals at all levels of sales management with the knowledge and tools they need to design and implement incentives that maximize sales performance and elevate their organizations to new heights.
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