David Cichelli – Compensating the Sales Force: A Practical Guide to Designing Winning Sales Compensation Plans (1st Edition)

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Exploring the Essential Features of “David Cichelli – Compensating the Sales Force: A Practical Guide to Designing Winning Sales Compensation Plans (1st Edition)”

Compensating the Sales Force is a uniquely jargon-free, how-to guide to all major sales compensation concepts and formulas. Using real-world examples, guru David J. Cichelli:

Helps readers select the right compensation strategy for their firm
Provides step-by-step guidance to implementing various approaches
Simplifies the mathematical formulas that are a thorn in most manager’s side

Editorial Reviews
From the Back Cover
How sales people are paid has an immense impact on their performance. The right sales compensation program can lift a company’s sales into the stratosphere and send its bottom line soaring; a poorly constructed plan can be disastrous. How do you find out whether your company’s plan is working as well as it should? How can you construct and maintain a program that’s tailored to your company’s needs and sure to succeed? In Compensating the Sales Force sales compensation guru David Cichelli helps you answer these questions and many more.

While sales compensation is a powerful tool, choosing and structuring the right plan can be confusing. This authoritative, jargon-free handbook guides you through the entire process, from setting target pay, selecting the right performance measures, and establishing quotas to determining the mix and upside opportunities, and constructing the right formula.

In clear, concise language, this unique guide explains the basic concepts of sales compensation design, which apply to every industry; reveals why job content, not industry, is the source of compensation design; and provides a hierarchy of sales compensation formula types. You’ll learn how to construct and calculate formulas for payout purposes and establish support programs such as quota allocation, sales crediting, and account assignment.

Cichelli provides a 10-step process for redesigning the sales compensation plans at your company. He presents guidelines for administering and automating your program, rolling out a new plan and explaining it to your sales force, and auditing and assessing your sales compensation program.

Complete with dozens of real-world examples that illustrate important points and demonstrate specific techniques and procedures, Compensating the Sales Force provides all of the cutting-edge tools you need to design, construct, and implement an effective sales compensation plan that maximizes profits and keeps them climbing.

David J. Cichelli has 20 years of experience designing sales compensation packages for companies large and small, including Verizon, Charles Schwab, FedEx, and Hewlett Packard.

[Back Cover Copy]

Design a sales compensation plan that sends profits soaring

Sales compensation works! It’s the most effective tool managers have for motivating the sales force, improving their performance, and increasing profits. Creating a winning compensation plan, however, requires careful analysis, accurate calculation, and a clear understanding of sales compensation fundamentals.

Compensating the Sales Force provides expert guidance in the strategic, tactical, and technical aspects of sales compensation plan design. It supplies clear guidelines for selecting the right compensation plan for any type of firm, of any size, in any industry, and it offers step-by-step procedures for implementing each approach. This unique, jargon-free handbook gives managers the expertise they need to:

Set target pay
Select the right performance measures
Establish quotas
Determine the mix and upside opportunity
Construct and calculate the most effective
formulaImplement support, administration,
communication and assessment programs

About the Author
David J. Cichelli has 20 years of experience designing sales compensation packages for companies large and small, including Verizon, Charles Schwab, FedEx, and Hewlett Packard.

Product details
Publisher ‏ : ‎ McGraw-Hill; 1st edition (August 18, 2003)
Language ‏ : ‎ English

About the author

David J. Cichelli

Revenue Growth Advisor

The Alexander Group Inc.

Helping sales leaders improve sales performance has many investment choices. The Alexander Group’s client work spans many industries on a worldwide basis.

Sales leaders must produce profitable revenue growth. Methods and means to accomplish this never-ending objective include sales strategy planning, sales organization structure and hands-on management programs such as sales methodologies, training and incentive compensation.

Professional Highlights

Revenue Growth Advisor

The Alexander Group, Inc.

Revenue Growth Consultants

www.alexandergroup.com

Book Author

Revenue Growth Model-Chief Revenue Officer’s Guide to B2B Sales Success, AGI Press, 2021

2022 Sales Compensation Almanac, AGI Press, 2021

Compensating the Sales Force, 3rd Edition, McGraw Hill, 2017

Articles

Sales and Marketing Management Magazine

BAI