Effective Sales Incentive Design for Distributors: What's the Right Plan?

Effective Sales Incentive Design for Distributors: What’s the Right Plan? is designed for top wholesale distribution executives and sales managers who are looking for the answer to this question: “How can I get my sales reps to just do what I want them to do?”

If you are looking for a how-to book on creating and implementing an aligned and effective sales compensation program, this book is for you. Authors Mike Emerson and Steve Deist have filled this book with actionable steps, detailed information and formulas on sales compensation structures and mechanisms, and plenty of case studies from the front lines of the wholesale distribution industry. They keep the focus on maximizing the financial return from the field sales force. They describe a series of proven steps that have worked with other distributors, so they should work for you!

This book is not about theories; it’s about practical experience and expert guidance for surviving and growing in today’s world. Read this book before engaging in a pay plan change or making any sales management-related investment. It will help you think more clearly about your situation and goals — and may challenge some of your assumptions.

Effective Sales Incentive Design for Distributors covers these key areas:
• Picking the right tool: You’ll know when incentive changes are likely to be effective and when they are not.
• Getting strategic clarity: You’ll ensure that the right foundation is in place for success.
• Aligning the sales force organization: You’ll get the right talent in the right role based on your market opportunities.
• Incentive structure fundamentals: You’ll understand the risks and benefits of absolute and relative performance factors.
• Relative performance techniques: You’ll learn how world-class sales organizations solve the most vexing incentive program challenges.
• Implementation guidelines: You’ll have all the tips and tricks for successful change management.