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Featured Article Sales Compensation: Getting It Right By David Cichelli, The Alexander Group, Inc. According to results of The Alexander Group's "2003 Sales Compensation Trends Survey" over 90% of the 600 participants made revisions to their 2003 sales compensation plans.
Automating Software for Objective-Based Incentive Compensation Programs By Sunil Ciszewski, PMIS Technologies. Incentive compensation programs are multiplying at most companies. Two factors are driving this growth: 1) an increased focus on performance management, and 2) the inability of annual increases to fully recognize exceptional contributors.
Adding Value to Distributor Agreements By Glen Balzer, Marketing and Sales Consultant Far too frequently, the shortcomings of a distributor agreement are not apparent until a distributor relationship deteriorates. If the unwinding of a relationship leads to court, the costs to both the manufacturer and distributor quickly escalate, reversing years of accumulated profit.
The Three Traps of Selling Conventionally in a Complex New World By Jeff Thull, Prime Resource Group, Inc. When you follow the conventional sales process in a complex sale, you run head first into a series of traps that grow progressively more difficult to avoid and that make a positive outcome for the sale ever less likely.
Book Review: "Compensating The Sales Force" "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...
