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The Complete Guide to Sales Force Incentive Compensation Zoltners, Andris A., Prabhakant Sinha, and Sally E. Lorimer. The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans that Work. AMACOM. © 2006. Books24x7. <http://common.books24x7.com/book/id_13775/book.asp> (accessed October 20, 2010) |
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Using a Compensation Plan to Re-Energize the Sales Team.
Report on Salary Surveys; 06/01/2010
Journal of Personal Selling and Sales Management
Journal of Personal Selling and Sales Management
The article reports on the results of the survey conducted by Sibson Consulting on the efficacy of compensation scheme in motivating sales teams in the U.S. According to Joseph DiMisa, senior vice president of sales effectiveness of Sibson, majority of companies already have talented sales personnel, but they lack the strategies on how to motivate them. Survey shows that firms changed the way of managing compensation technique, including bonuses, stock grants and sales incentives.
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