Sales Compensation Handbook (Edition 2) (Hardcover)

Updated and expanded, THE SALES COMPENSATION HANDBOOK contains information and tools necessary to design and implement top-notch sales compensation programs. Experts at the consulting firm of Towers Perrin provide guidance on all aspects of compensating salespeople, including designing base salary, bonus, and commission scales; team selling roles and implications; linking compensation to company culture; cash and non-cash incentives; and more.

"Now in an updated and expanded edition, The Sales Compensation Handbook provides the information and tools needed to design and implement top-notch sales compensation programs.

This authoritative reference from experts at Towers Perrin provides guidance on all aspects of compensating salespeople, including cash and non-cash incentives * base salary, bonus, and commission scales * team-selling roles and implications * linking compensation to company culture, and much more.

Sales managers and compensation professionals alike will find this comprehensive resource a valuable tool for building sales rep productivity."