The Sales Compensation Handbook - Paperback

by Stockton B. Colt (Author)

This book provides the information and tools needed to design and implement top-notch sales compensation programs.

In this authoritative reference, The Sales Compensation Handbook from experts at Towers Perrin provides guidance on all aspects of compensating salespeople, including:

• cash and non-cash incentives
• base salary, bonus, and commission scales
• team-selling roles and implications
• linking compensation to company culture

Sales managers and compensation professionals alike will find this comprehensive resource a valuable tool for building sales rep productivity.

Author Biography

STOCKTON B. COLT (Los Angeles, CA and Santa Fe, NM) is a principal at Towers Perrin, an internationally known consulting firm in the compensation field. He is also a frequent speaker on sales productivity and compensation.