The Complete Guide to Sales Force Incentive Compensation—How to Design And Implement Plans That Work

For sales, marketing, finance, and human resource professionals, Zoltners (marketing, Northwestern U.) et al. describe how to create incentive systems that effectively motivate salespeople. They emphasize the role of incentives, techniques and methods for assessment, plan design--including pay level, salary-incentive mix, and performance-payout relationships--and implementation. They provide examples of successful and unsuccessful plans, and discuss motivation through contests, SPIFFS (Special Performance Incentives for Field Force), and recognition programs, and issues such as transitioning to a new program and administration. There is no bibliography. Annotation c2006 Book News, Inc., Portland, OR (booknews.com)

"Andris A. Zoltners is a Professor of Marketing at the Kellogg School of Management at Northwestern University. He is a founder and co-chairman of ZS Associates, a global business consulting firm. For over 30 years, he has served the business community as a professor, consultant, speaker, and author on marketing and sales force performance. He lives in Evanston, Illinois.

Prabhakant Sinha is a founder and co-chairman of ZS Associates, where he has consulted with more than 200 firms in North America, Europe, and Asia. He also teaches executive education courses on sales force effectiveness at Kellogg, the London Business School, and the Indian School of Business, and leads custom workshops for sales leadership teams. He lives in Evanston, Illinois.

Sally E. Lorimer is a consultant, specializing in sales and marketing, and business writer. She was previously a principal at ZS Associates, where she consulted with numerous companies on sales force design. She lives in Northville, Michigan.

All three are coauthors of Sales Force Design for Strategic Advantage, and Zoltners and Sinha are coauthors (with Greggor A. Zoltners) of The Complete Guide to Accelerating Sales Force Performance."