What better way to learn compensation plans than reading a great book? Compensation plans can be a complex topic. To help you out, we’ve compiled a few books you should read to go from zero to hero!
Book number 1 : Compensating the Sales Force
With this third Edition of “Compensating the Sales Force : A Practical Guide to Designing Winning Sales Reward Programs”, David Cichelli goes even further into Sales compensation. A great reference book.
The author : David J. Cichelli is the Senior V P of The Alexander Group.He is also known for having taught at Columbia University.
What we would have loved : maybe going a little more in depth on how to calculate payouts.
Book number 2 : The Future of Sales Compensation
Imagine yourself in 2016 wondering what compensation plans might look like in the coming years. A good book to read in “back to the future” mode.
The authors : Chad Albrecht and Steve Marley are two Principals at ZS Associates in Chicago, Illinois.As Certified Sales Compensation Professional (CSCP), and 30 years of consulting experience combined.
What we liked : a pleasant book to read
Book number 3 : Sales Compensation Solutions: Addressing the Toughest Sales Incentive Issues in Today’s Changing World
If you are looking for a nice 187 pages playbook about sales compensations, here it is. Variable pay, outside sales and account manager compensation,…
The authors : the whole dream team of ZS Associates contributed.
What we liked : agility in mind.
Other books to check :
- Designing Effective Incentive Compensation Plans By Sal DiFonzo,
- Designing a Sales Compensation Plan; How to create an effective incentives program for your sales force by Vangelis Sakelliou