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Comments or Suggestions?
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"Compensating The Sales Force" by David Cichelli provides "just-in-time" answers to how to create successful sales compensation programs. Unlike other books on the subject that get side tracked on ill defined strategic issues, Cichelli takes you to the heart of the matter... sales compensation formulas. Published by McGraw Hill, no other book provides a detailed list of techniques and mechanics. It’s like having a consultant in a box, which is understandable since Cichelli is a noted consultant in this space and counts among his clients the who’s-who of corporate American. But, be prepared, this book is not for the faint of heart. This is a practical, but advanced technical guide. Buy this book for all the sales compensation "stakeholders" in your company including sales, finance, marketing and HR. And, follow Cichelli’s advice not to "tweak" the sales compensation on an annual basis…tweaking only delays the proper re-alignment of the sales compensation program with your company’s current objectives.
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