New and updated information including plan communication, governance and administration guidance, enhances this classic guide’s value as a reference tool. The premise for this book, however, remains unchanged: Not all people want to be sales compensation-wizards. Rather, they need to acquire authoritative and practical information about sales compensation, so they can be confident with the matter at hand. That's where this field guide comes in handy.
Sales Compensation Essentials is intended to educate HR generalists, compensation professionals, and consultants - both internal and external - who from time to time are asked to participate in the design and implementation of a sales compensation plan. Additionally, this book allows HR generalists to have a ready resource for members of the company's sales compensation plan design team - both operating executives and staff managers.