Download or read book The Complete Guide to Sales Force Incentive Compensation written by Andris Zoltners and published by AMACOM. This book was released on 2006-08-07 with total page 511 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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. Incentive programs are seductively powerful but complicated instruments. Without careful planning and implementation, they can be too stingy to motivate, too complex to understand, too quick to reward mediocre results, and too difficult to implement. The Complete Guide to Sales Force Incentive Compensation is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes. Packed with hundreds of real-life examples of what works and what doesn't, this important guide helps you: Understand the value of building an incentive plan that is aligned with your company's goals and culture. Avoid the common trap of overusing incentives to solve too many sales management problems. Measure the effectiveness of your current incentive program, employing easy-to-use tools and metrics for pinpointing its weak spots. Design a compensation plan that attracts and retains successful salespeople, including guidelines for determining the correct pay level, the best salary incentive mix, the proper performance measures, and the right performance payout relationship. Select an incentive compensation plan that works for your organization -- then test the plan before it is launched. Set territory-level goals that are fair and realistic, and avoid overpaying the sales force or demoralizing salespeople by having difficult goals or not fairly assigned. Create and manage sales contests, SPIFFs (Special Performance Incentive for Field Force), and recognition programs that consistently deliver the intended results. Manage a successful transition to a new compensation plan and build efficient administration systems to support your plan. Filled with ready-to-use formulas and assessment tools and a wealth of insights from frontline sales managers and executives, The Complete Guide to Sales Force Incentive Compensation is your hands-on, easy-to-read playbook for crucially important decisions.

Download or read book Labor Management in Agriculture written by Gregory Encina Billikopf and published by University of California Agricultu Agricultural Issues Cente. This book was released on 2003 with total page 266 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Incentive Pay and Career Ladders for Today s Teachers written by Richard Martin Brandt and published by SUNY Press. This book was released on 1990-01-01 with total page 302 pages. Available in PDF, EPUB and Kindle. Book excerpt: Annotation A report on an inchoate reform movement in the remuneration systems for teachers, as implemented in several states and school districts. Brandt (education, Virginia) who helped establish an early program, bases his evaluation on interviews and observational during visits, as well as on primary documentary sources. Paper edition (unseen), $19.95. Annotation(c) 2003 Book News, Inc., Portland, OR (booknews.com).

Download or read book The Complete Guide to Sales Force Incentive Compensation written by Andris A. Zoltners and published by Amacom Books. This book was released on 2006 with total page 524 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 try to jumpstart sales, energize a geographically dispersed and autonomous workforce, and motivate salespeople to achieve ambitious revenue goals. And sometimes it seems like you just don't know what works; your products and markets are changing, the incentive program that was so successful last year no longer produces the desired results, or perhaps the generous incentive program you created has yielded a corps of highly paid salespeople who spend most of their time on existing clients and minimal time generating new business -- and threaten to walk away with your customer base if you scale back paychecks! Incentive programs are seductively powerful but complicated instruments. Without careful planning and implementation, they can be too stingy to motivate, too complex to understand, too quick to reward mediocre results, and too difficult to implement. But 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. The Complete Guide to Sales Force Incentive Compensation is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes. Packed with hundreds of real-life examples of what works and what doesn't, this important guide helps you: Understand the value of building an incentive plan that is aligned with your company's goals and culture. Avoid the common trap of overusing incentives to solve too many sales management problems. Measure the effectiveness of your current incentive program, employing easy-to-use tools and metrics for pinpointing its weak spots.  Design a compensation plan that attracts and retains successful salespeople, including guidelines for determining the correct pay level, the best salary incentive mix, the proper performance measures, and the right performance payout relationship. Select an incentive compensation plan that works for your organization -- then test the plan before it is launched. Set territory-level goals that are fair and realistic, and avoid overpaying the sales force because goals are too easy, or demoralizing salespeople by having goals that are too difficult or not fairly assigned. Create and manage sales contests, SPIFFs (Special Performance Incentive for Field Force), and recognition programs that consistently deliver the intended results. Manage a successful transition to a new compensation plan and build efficient administration systems to support your plan. Every year, corporations spend $200 billion compensating their sales forces, with extremely mixed results. Make sure every dollar you spend is helping to achieve your goal of creating an empowered, effective sales force that drives your company's success. Packed with ready-to-use formulas and assessment tools and a wealth of insights from frontline sales managers and executives, The Complete Guide to Sales Force Incentive Compensation is your hands-on, easy-to-read playbook for crucially important decisions.

Download or read book Incentive Pay and Overseas Allowances written by United States. Congress. Senate. Committee on Armed Services. Preparedness Subcommittee No. 6 and published by . This book was released on 1952 with total page 172 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Merit Pay written by Robert L. Heneman and published by IAP. This book was released on 2004-12-01 with total page 309 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book was written to bring together a summary of the current knowledge on merit pay and to further advance understanding of this type of incentive pay plan. When the writing of the first edition was begun in 1989, there were no books devoted exclusively to the subject of merit pay. Thus, this book was written to fill a void in the compensation literature. Since then, surveys have shown that merit pay remains a frequently used method of incentive compensation, and research into the merit pay process continues to grow. However, other forms of incentive pay, such as gainsharing, continue to receive the most attention, as evidenced by the number of books and articles on this topic in the popular press. In response to the frequent use of merit pay in organizations and the growing body of research, a book-length treatment of merit pay was needed. What we hope to do with this second edition, beyond updating, is to link merit pay with the many changes going on in total compensation or "reward management" (R. Heneman, 2001a, 2002). We also will argue that, even among all the challenges and changes that organizations currently face, there is still "merit" in appropriately conceived and implemented merit pay plans (Bates, 2003c).

Download or read book Performance Incentives written by Matthew G. Springer and published by Rowman & Littlefield. This book was released on 2009-12-01 with total page 348 pages. Available in PDF, EPUB and Kindle. Book excerpt: The concept of pay for performance for public school teachers is growing in popularity and use, and it has resurged to once again occupy a central role in education policy. Performance Incentives: Their Growing Impact on American K-12 Education offers the most up-to-date and complete analysis of this promising—yet still controversial—policy innovation. Performance Incentives brings together an interdisciplinary team of experts, providing an unprecedented discussion and analysis of the pay-for-performance debate by • Identifying the potential strengths and weaknesses of tying pay to student outcomes; • Comparing different strategies for measuring teacher accomplishments; • Addressing key conceptual and implemen - tation issues; • Describing what teachers themselves think of merit pay; • Examining recent examples in Arkansas, Florida, North Carolina, and Texas; • Studying the overall impact on student achievement.

Download or read book Military Cash Incentives DOD Should Coordinate and Monitor Its Efforts to Achieve Cost Effective Bonuses and Special Pays written by Brenda S. Farrell and published by DIANE Publishing. This book was released on 2011 with total page 43 pages. Available in PDF, EPUB and Kindle. Book excerpt: Assesses DoD¿s use of cash incentives to recruit and retain highly qualified individuals for service in the armed forces. It: (1) identifies recent trends in DoD's use of enlistment and reenlistment bonuses; (2) assesses the extent to which the services have processes to determine which occupational specialties require bonuses and whether bonus amounts are optimally set; and (3) determines how much flexibility DoD has in managing selected special and incentive pays for officer and enlisted personnel. The report analyzed service data on bonuses and special and incentive pays, and reviewed relevant guidance and other documentation from DoD and the services. Charts and tables. This is a print on demand report.

Download or read book The New Standards written by Richard N Ericson and published by John Wiley & Sons. This book was released on 2010-05-20 with total page 336 pages. Available in PDF, EPUB and Kindle. Book excerpt: Make the most of the new standards Every year companies spend millions of dollars on executive incentives. All too often, however, these programs provide a very weak link between pay and performance, with executives potentially rewarded as much for bad decisions as they are for good ones. Packed with examples, The New Standards insightfully discusses: How to link pay with business results that create long-term value Why incentive structures can discourage management from reasonable risk-taking, in some cases, and can enocourage imprudent risks in others The full range of inputs that should guide proper incentive policy Why performance measures must reflect both the quality and quantity of earnings Risk, executive behavior, and the cost of capital How to use valuation criteria when choosing metrics The pros and cons of common approaches to stock-based incentive pay Written by noted compensation expert Richard Ericson, this innovative book is a must-read for directors and management concerned with executive compensation design or financial performance measurement and forecasting. Get the guidance and concrete solutions you need to thoroughly reexamine your executive compensation policies and practices with the principles and financial maxims found in The New Standards.

Download or read book Improving Healthcare Quality in Europe Characteristics Effectiveness and Implementation of Different Strategies written by OECD and published by OECD Publishing. This book was released on 2019-10-17 with total page 447 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume, developed by the Observatory together with OECD, provides an overall conceptual framework for understanding and applying strategies aimed at improving quality of care. Crucially, it summarizes available evidence on different quality strategies and provides recommendations for their implementation. This book is intended to help policy-makers to understand concepts of quality and to support them to evaluate single strategies and combinations of strategies.

Download or read book Incentive Pay Or Merit System for Industrial Workers written by United States. Congress. House. Committee on Education and Labor and published by . This book was released on 1948 with total page 50 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book The Book on Incentive Compensation Management written by David Kelly and published by Lulu.com. This book was released on 2014-04-10 with total page 198 pages. Available in PDF, EPUB and Kindle. Book excerpt: Making Incentive Compensation Management - ICM - projects and operations more successful.

Download or read book Special and incentive pays written by United States. Department of Defense and published by . This book was released on 1983 with total page 954 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Incentive Pay written by Barbara Butterfield and published by College & University Personnel Association. This book was released on 1995-01-01 with total page 16 pages. Available in PDF, EPUB and Kindle. Book excerpt: This monograph describes how to design cash incentive programs in higher education as a way to help employees achieve their best productivity and as the most cost-effective way to communicate and stimulate the work behaviors that the institution values. Including a mentoring role as part of recognition of model departments or model managers not only spreads the expertise, but also provides a boost to the morale of those recognized. In designing an incentive pay program institutions should: (1) delegate selection to a small committee of the right people; (2) announce the award program to key stakeholders; (3) evaluate those nominated against clearly defined, measurable criteria; (4) celebrate appropriately and communicate awards to the campus community; and (5) teach and stimulate emulation of the model behaviors through forums, workshops, and one-on-one sessions with other members of the campus community. Incentive programs have many benefits to the institution itself. The cost of a program generally matches the amount of the cash incentive itself. Plans can be designed in a number of ways. Descriptions of model department initiatives and model individual incentives are included. Also discussed are challenges for successful implementation, and communicating about incentive programs. (Contains 16 references.) (JB)

Download or read book Incentive Pay and Overseas Allowances written by United States. Congress. Senate. Committee on Armed Services and published by . This book was released on 1952 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Compensation Reform and Design Preferences of Teacher Incentive Fund Grantees written by Sara Heyburn and published by DIANE Publishing. This book was released on 2011 with total page 38 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Understanding SSI Supplemental Security Income written by and published by DIANE Publishing. This book was released on 1998-03 with total page 65 pages. Available in PDF, EPUB and Kindle. Book excerpt: This publication informs advocates & others in interested agencies & organizations about supplemental security income (SSI) eligibility requirements & processes. It will assist you in helping people apply for, establish eligibility for, & continue to receive SSI benefits for as long as they remain eligible. This publication can also be used as a training manual & as a reference tool. Discusses those who are blind or disabled, living arrangements, overpayments, the appeals process, application process, eligibility requirements, SSI resources, documents you will need when you apply, work incentives, & much more.