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Title: Compensating the Sales Force: A Practical Guide to Designing Winning Sales Compensation Plans by David J. Cichelli ISBN: 0-07-141188-7 Publisher: McGraw-Hill Trade Pub. Date: 18 August, 2003 Format: Hardcover Volumes: 1 List Price(USD): $34.95 |
Average Customer Rating: 4 (2 reviews)
Rating: 3
Summary: Worthless in the real world**(see edited section of review)
Comment: I now understand why large corporations are confused. This book has many pages of verbiage with even more useless graphs. Perhaps corporate vice presidents who need to justify their existence can wave this book around and generate reams of computer reports to wade through while their corporate bosses walk down the halls, but as far as creating a practical working program forget it. I would like to have my money back.
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******** Hold the presses!
This guy David J. Cichelli just gave me a call! I will say one thing for him. He is sincere and extremely intelligent. After a warm friendly conversation he helped me with my plans. So I don't want my money back after all! In fact I definitely will be looking for him to write some industry specific books in the future. I truly wish him well.
Rating: 5
Summary: The perfect how-to for sales incentive program designers
Comment: Keep this book among your collection of professional books. It's a no-nonsense guide that goes directly to the heart of how you design incentive programs for sales people in different jobs. David Cichelli describes, in detail, the finite number of formula mechanics used to pay incentives. He also describes when to use the mechanics, the math behind each formula, and popular variations of each mechanic. If you're looking for a book on the psychology of incentive programs, this isn't it. It is, however, a primer on specific sales incentive program types. Every HR or Comp Analyst should be familiar with these concepts - if not for your career, then for the sake of the people working in sales and the company's bottom line.
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Title: The Sales Compensation Handbook by Stockton B. Colt ISBN: 0814404111 Publisher: AMACOM Pub. Date: 01 July, 1998 List Price(USD): $75.00 |
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Title: Compensating New Sales Roles : How to Design Rewards That Work in Today's Selling Environment by Jerome A. Colletti, Mary S. Fiss ISBN: 0814471064 Publisher: AMACOM Pub. Date: May, 2001 List Price(USD): $65.00 |
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Title: Designing Sales Compensation Plans: An Approach to Developing & Implementing Incentive Plans for Salespeople by Jerome A. Colletti, David J. Cichelli ISBN: 1579630162 Publisher: Amer Compensation Assn Pub. Date: January, 1994 List Price(USD): $19.95 |
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Title: Proactive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game by William Skip Miller ISBN: 0814405452 Publisher: AMACOM Pub. Date: January, 2001 List Price(USD): $24.95 |
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Title: How to Design & Implement a Results-Oriented Variable Pay System by John G., Jr Belcher ISBN: 0814402968 Publisher: AMACOM Pub. Date: May, 1996 List Price(USD): $55.00 |
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