Guide to Bonus and Incentive Plans PDF Download

Author: Duncan Brown
Publisher: CIPD Publishing
ISBN: 9780852929551
Category : Business & Economics
Languages : en
Pages : 68

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Author: Dale A. Arahood
Publisher:
ISBN:
Category : Bonuses (Employee fringe benefits)
Languages : en
Pages : 76

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Author: Andris A. Zoltners
Publisher: Amacom Books
ISBN: 9780814473245
Category : Business & Economics
Languages : en
Pages : 524

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Book Description
Designing an incentive plan to turn sales reps into sales superstars! If you're like most sales leaders, your incentive program is a constant challenge, as you try to jumpstart sales, energize a geographically dispersed and autonomous workforce, and motivate salespeople to achieve ambitious revenue goals. And sometimes it seems like you just don't know what works; your products and markets are changing, the incentive program that was so successful last year no longer produces the desired results, or perhaps the generous incentive program you created has yielded a corps of highly paid salespeople who spend most of their time on existing clients and minimal time generating new business -- and threaten to walk away with your customer base if you scale back paychecks! Incentive programs are seductively powerful but complicated instruments. Without careful planning and implementation, they can be too stingy to motivate, too complex to understand, too quick to reward mediocre results, and too difficult to implement. But a well-designed and implemented incentive program is an essential tool for building a motivated, highly effective sales force that delivers the results you need. The Complete Guide to Sales Force Incentive Compensation is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes. Packed with hundreds of real-life examples of what works and what doesn't, this important guide helps you: Understand the value of building an incentive plan that is aligned with your company's goals and culture. Avoid the common trap of overusing incentives to solve too many sales management problems. Measure the effectiveness of your current incentive program, employing easy-to-use tools and metrics for pinpointing its weak spots.  Design a compensation plan that attracts and retains successful salespeople, including guidelines for determining the correct pay level, the best salary incentive mix, the proper performance measures, and the right performance payout relationship. Select an incentive compensation plan that works for your organization -- then test the plan before it is launched. Set territory-level goals that are fair and realistic, and avoid overpaying the sales force because goals are too easy, or demoralizing salespeople by having goals that are too difficult or not fairly assigned. Create and manage sales contests, SPIFFs (Special Performance Incentive for Field Force), and recognition programs that consistently deliver the intended results. Manage a successful transition to a new compensation plan and build efficient administration systems to support your plan. Every year, corporations spend $200 billion compensating their sales forces, with extremely mixed results. Make sure every dollar you spend is helping to achieve your goal of creating an empowered, effective sales force that drives your company's success. Packed with ready-to-use formulas and assessment tools and a wealth of insights from frontline sales managers and executives, The Complete Guide to Sales Force Incentive Compensation is your hands-on, easy-to-read playbook for crucially important decisions.

Author: Gerardus Blokdyk
Publisher: 5starcooks
ISBN: 9781867401551
Category :
Languages : en
Pages : 300

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Book Description
Is there an annual bonus/incentive plan? What is the level of disclosure on performance measures for the short term incentive plan? How are your strategic objectives linked to your incentive plan? What are the difficulties in establishing risk-appropriate incentive plans? Does the supplier incorporate warranty targets into employee goals or incentive plans? Defining, designing, creating, and implementing a process to solve a challenge or meet an objective is the most valuable role... In EVERY group, company, organization and department. Unless you are talking a one-time, single-use project, there should be a process. Whether that process is managed and implemented by humans, AI, or a combination of the two, it needs to be designed by someone with a complex enough perspective to ask the right questions. Someone capable of asking the right questions and step back and say, 'What are we really trying to accomplish here? And is there a different way to look at it?' This Self-Assessment empowers people to do just that - whether their title is entrepreneur, manager, consultant, (Vice-)President, CxO etc... - they are the people who rule the future. They are the person who asks the right questions to make Incentive Plan investments work better. This Incentive Plan All-Inclusive Self-Assessment enables You to be that person. All the tools you need to an in-depth Incentive Plan Self-Assessment. Featuring 942 new and updated case-based questions, organized into seven core areas of process design, this Self-Assessment will help you identify areas in which Incentive Plan improvements can be made. In using the questions you will be better able to: - diagnose Incentive Plan projects, initiatives, organizations, businesses and processes using accepted diagnostic standards and practices - implement evidence-based best practice strategies aligned with overall goals - integrate recent advances in Incentive Plan and process design strategies into practice according to best practice guidelines Using a Self-Assessment tool known as the Incentive Plan Scorecard, you will develop a clear picture of which Incentive Plan areas need attention. Your purchase includes access details to the Incentive Plan self-assessment dashboard download which gives you your dynamically prioritized projects-ready tool and shows your organization exactly what to do next. You will receive the following contents with New and Updated specific criteria: - The latest quick edition of the book in PDF - The latest complete edition of the book in PDF, which criteria correspond to the criteria in... - The Self-Assessment Excel Dashboard - Example pre-filled Self-Assessment Excel Dashboard to get familiar with results generation - In-depth and specific Incentive Plan Checklists - Project management checklists and templates to assist with implementation INCLUDES LIFETIME SELF ASSESSMENT UPDATES Every self assessment comes with Lifetime Updates and Lifetime Free Updated Books. Lifetime Updates is an industry-first feature which allows you to receive verified self assessment updates, ensuring you always have the most accurate information at your fingertips.

Author: David J. Cichelli
Publisher: McGraw Hill Professional
ISBN: 0071742344
Category : Business & Economics
Languages : en
Pages : 300

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Book Description
The classic guide to raising your bottom line with the perfect compensation strategy—fully revised and updated! Sales compensation WORKS! Nothing motivates a sales force better than a powerful compensation program. And when your salespeople are motivated, revenue soars. But how do you design a program ideally suited for your business strategy and organizational needs? It’s a delicate balance that makes all the difference between profit and loss. More and more sales leaders have turned to Compensating the Sales Force to help them discover problems in their present system and create a compensation program that works best for their needs. Now, in the second edition of this authoritative, jargon-free handbook, sales compensation guru David J. Cichelli brings you completely up to date on setting target pay, selecting the right performance measures, and establishing quotas. He supplies clear guidelines for building the right compensation plan for any type of firm, of any size, in any industry, and he offers step-by-step procedures for implementing each approach. In Compensating the Sales Force, second edition, Cichelli has substantially expanded the book’s popular formula section, and he provides brandnew examples of: Income producer plans Sales rep commission plans Bonus plans Incentive plans Base Salary management plans The book also includes all-new chapters for global, complex sales organizations and hard-to-compensate sales jobs. Using the lessons in Compensating the Sales Force, you’ll construct and calculate accurate formulas for payout purposes and establish highly efficient support programs, such as sales crediting and account assignment. Complete with dozens of real-world examples that illustrate important points and demonstrate specific techniques and procedures, Compensating the Sales Force provides all the tools you need to design and implement a sales compensation plan that maximizes profits—and keeps them climbing. With brand-new chapters on GLOBAL SALES TEAMS amd COMPLEX SALES ORGANIZATIONS! Praise for the first edition of Compensating the Sales Force: “If your company is refocusing its efforts on sales revenue enhancement, you must read this book. If you want motivated salespeople and superior sales results, act on its content.” Noel Capon, R. C. Kopf Professor of International Marketing, Chair of Marketing Division, Graduate School of Business, Columbia University “This book provides great guidance for any business leader who wants to capitalize on sales compensation as a tool for driving business results.” Rick Justice, Executive Vice President, Worldwide Operations and Business Development, Cisco Systems “Dave Cichelli is the premiere sales compensation educator today. You will immediately find this work informative, helpful, [and] thought-provoking.” Mark Englizian, former Director of Global Compensation, Microsoft Corporation

Author: Karen Jorgensen
Publisher: Silver Lake Publishing
ISBN: 156343136X
Category : Business & Economics
Languages : en
Pages : 341

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Book Description
Payroll may be the largest item in a company's balance sheets. PAY FOR RESULTS explores ways to use compensation as an incentive tool and management resource. It explains incentive bonuses, performance-based pay, and profit sharing. Real-life case studies reveal which plans work, which don't, and why.

Author: United States Civil Service Commission. Office of Incentive Systems
Publisher:
ISBN:
Category : Personnel management
Languages : en
Pages : 44

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Author: John G. Fisher
Publisher: Kogan Page Publishers
ISBN: 9780749443962
Category : Business & Economics
Languages : en
Pages : 250

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Book Description
John G. Fisher compares a number of incentives and advises on how to measure their effectiveness. The book is based on the premise that incentives do increase performance and the author cites examples from many leading companies using such schemes. The book is endorsed by the Institute of Sales Promotion.

Author: Raymond Dreyfack
Publisher:
ISBN: 9780850131543
Category : Employee fringe benefits
Languages : en
Pages : 347

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Author: Gerardus Blokdyk
Publisher: 5starcooks
ISBN: 9780655923497
Category :
Languages : en
Pages : 304

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Book Description
Are there incentive programs for improved energy efficiency? How are individuals evaluated and rewarded? cash bonuses, achievement)? Is there a good incentive program in your organization? How much impact will incentives have and which ones are most effective? This breakthrough Incentive Program self-assessment will make you the assured Incentive Program domain specialist by revealing just what you need to know to be fluent and ready for any Incentive Program challenge. How do I reduce the effort in the Incentive Program work to be done to get problems solved? How can I ensure that plans of action include every Incentive Program task and that every Incentive Program outcome is in place? How will I save time investigating strategic and tactical options and ensuring Incentive Program costs are low? How can I deliver tailored Incentive Program advice instantly with structured going-forward plans? There's no better guide through these mind-expanding questions than acclaimed best-selling author Gerard Blokdyk. Blokdyk ensures all Incentive Program essentials are covered, from every angle: the Incentive Program self-assessment shows succinctly and clearly that what needs to be clarified to organize the required activities and processes so that Incentive Program outcomes are achieved. Contains extensive criteria grounded in past and current successful projects and activities by experienced Incentive Program practitioners. Their mastery, combined with the easy elegance of the self-assessment, provides its superior value to you in knowing how to ensure the outcome of any efforts in Incentive Program are maximized with professional results. Your purchase includes access details to the Incentive Program self-assessment dashboard download which gives you your dynamically prioritized projects-ready tool and shows you exactly what to do next. Your exclusive instant access details can be found in your book. You will receive the following contents with New and Updated specific criteria: - The latest quick edition of the book in PDF - The latest complete edition of the book in PDF, which criteria correspond to the criteria in... - The Self-Assessment Excel Dashboard - Example pre-filled Self-Assessment Excel Dashboard to get familiar with results generation - In-depth and specific Incentive Program Checklists - Project management checklists and templates to assist with implementation INCLUDES LIFETIME SELF ASSESSMENT UPDATES Every self assessment comes with Lifetime Updates and Lifetime Free Updated Books. Lifetime Updates is an industry-first feature which allows you to receive verified self assessment updates, ensuring you always have the most accurate information at your fingertips.