Insights

Sales Compensation Solutions

Andris Zoltners , Prabhakant Sinha, Chad Albrecht, Steve Marley, Sally Lorimer

Introduction




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Creating a successful sales compensation program in today’s changing business environment is no easy feat. Advances in information technology, better-informed customers, global competition and workforce diversity are just some of the market shifts requiring companies to be agile and rethink many sales force decisions and programs, including sales compensation.

As businesses implement new approaches for designing, managing and supporting today’s sales forces, sales compensation remains a powerful tool for motivating salespeople, providing strategic direction and retaining the best talent.

Written by some of the world’s leading sales compensation experts, Sales Compensation Solutions offers actionable insights and ideas that sales and compensation professionals can use to design and implement programs that work in today’s selling environment.

In this book you’ll learn how to:

  • Adapt compensation to changing sales roles
  • Motivate the sales force with more than money
  • Create incentives that drive the top and bottom lines
  • Establish a global sales compensation program
  • Use analytics to boost sales compensation impact
  • Set quotas that motivate
  • Help the sales force embrace compensation plan change
  • And more

Download a complimentary copy of chapter 1.


About the Authors




Andris Zoltners is a cofounder of ZS and a Professor Emeritus of Marketing at Northwestern University’s Kellogg School of Management, where he has taught sales force topics to thousands of executive, M.B.A. and Ph.D. students. He is the coauthor of a series of books on sales force management and has helped companies around the world implement sales strategies that drive results.




Prabhakant Sinha is a cofounder of ZS and a former Northwestern University faculty member. He continues to teach sales executives at the Gordon Institute of Business Science in South Africa and the Indian School of Business. He is the coauthor of a series of books on sales force management and has helped firms worldwide improve sales strategy and effectiveness.




Chad Albrecht is a Principal at ZS and is a leader in the firm’s Sales Compensation Practice. He works with clients to create and implement motivational sales incentive plans and to set fair and challenging sales quotas. His work spans many industries, including high tech, hospitality, business services, pharmaceuticals, medical devices, telecom, distribution and manufacturing.




Steve Marley is a Principal at ZS and is a leader in the firm’s Sales Performance Management work. He helps companies leverage technology to design effective incentive programs, set motivating quotas and implement efficient compensation administration programs in a variety of industries, including software, distribution, financial services, pharmaceuticals and medical devices.




Sally Lorimer is a business writer and a former Principal at ZS, where she helped clients in a range of industries implement strategies for improving sales effectiveness and performance. She is the coauthor of a series of books on sales force management and of numerous articles in industry and academic publications.