Now updated to cover the online selling arena--the most comprehensive guide to building an innovative sales compensation plan.

Compensating the Sales Force is a uniquely jargon-free, how-to guide to all major sales compensation concepts and formulas. Using real-world examples, guru Davi

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

A Practical Approach to Sales Compensation takes readers through the evolution of academic research on sales compensation. By examining the relevance of existin

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