Overview

Sales Compensation is one of the most powerful yet misunderstood tools in business. When designed with purpose, it becomes more than a pay mechanism - it is a strategic driver that aligns company goals, sales behavior, and customer success. When it fails, it leads to confusion, misalignment, and lost opportunity. The Sales Compensation Playbook gives you the practical blueprint to get it right. Built on years of real-world experience, it combines proven frameworks, data-driven insights, and engaging examples to help you design, implement, and optimize compensation plans that truly deliver results. Inside, you will discover how to apply my Incentive Intelligence(TM) Principles which shows you how to: Align Sales Compensation with business strategy and measurable outcomes. Design fair, motivating, and purpose-driven incentive structures. Balance pay-mix, KPIs, and targets to drive the right behavior. Avoid common pitfalls that demotivate top performers and waste money. Leverage analytics to measure and refine performance continuously. Communicate and roll out plans that win buy-in and trust. Stay ahead of emerging trends in AI, automation, and new sales models. Whether you are a Sales Leader, HR Business Partner, Finance Executive, or CEO, this playbook provides the roadmap to turn compensation from a cost into a competitive advantage. Because when Sales Compensation is done right, everyone wins - the Company, the Salesperson, and the Customer. The Sales Compensation Playbook will help you transform your pay strategy into a performance engine that drives focus, collaboration, and long-term success - where pay, purpose, and performance truly align.

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9781919306612

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