We know sales compensation is a powerful sales management tool. Well-run sales compensation programs share several important traits. We also know that sales compensation challenges plague these pay programs. Learn the seven most common sales compensation mistakes; what they are and how they arrived in your pay program. You also will learn the seven best sales compensation solutions. Test your pay program against these best-in-class practices to ensure your sales compensation plan is operating effectively.
David Cichelli is a leading authority on sales compensation. Widely recognized by world-class sales teams, national professional associations and trade publications for his work in linking sales compensation to management’s objectives, David is a frequent speaker on sales compensation topics. He is author of Compensating the Sales Force (3rd edition) and The Sales Growth Imperative, published by McGraw Hill. In addition, he is the author of the Sales Compensation Almanac, published by AGI Press. He is the author of WorldatWork’s sales compensation classes. David is the Alexander Group’s sales compensation practice leader.
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