The classic guide to raising your bottom line with the right compensation strategy—fully revised and updated

Since 2002, Compensating the Sales Force has been the most popular guide to use compensation as an effective tool for impacting the performance of sales teams.

Sales leaders have turned time and again to this authoritative, jargon-free handbook to guide them through the entire process, including:

• Setting target pay
• Selecting the right performance measures
• Establishing quotas
• Determining the mix and upside opportunities
• Constructing the right formula.

This fully updated edition of Compensating the Sales Force also has brand-new information about compensation strategies for complex-sales organizations and the right tools for compensating global sales