Editor Choice : Feb 2006

The Three Most Common Mistakes Sales Managers Make
by Dave Kahle
In most organizations, sales managers are the essential bridge between the company's sales goals and the realization of those goals. The gritty day-to-day interactions between the sales people and their customers are frequently filtered through the perspective of the sales manager on their way up the ladder. And the aspirations and strategies of the company's management must be imprinted by the realism of the sales manager as they come down from above. Sales managers are the conductors who carefully orchestrate the tentative entanglement of the sales people with their management.... [Read More]

Create a Compensation Strategy
By Leon Frank

The need of the hour is to design simple to understand , to implement , to measure compensation plans for front line staff ......

Sales Compensation : Knowledge Index

This knowledge Index exposes sales managers to the challenges in the designing , maintaining & reviewing sales force compensation .

To join the debate & increase your knowledge Index click below on your area of interest .

1. Sales Force Compensation Basics
2. Linking Sales Performance Management with Compensation
3. Designing Salary Structure
• Overall Compensation Structure Decision Variables
  
• Individual Compensation Decision Variables
• Deciding Compensation Rates ( Job Pricing )
  
• Sales force Compensation Structure
  
4. Articles on Incentives
   
• The power of incentive programs
• Nine Basic Steps to building the right incentive program
  
5. Why you need to Review Sales Compensation
   
6. Reference Books

Editor Choice : Jan - Feb 2006

The articles stated below are my choice for this month . I hope you enjoy them too.

• Global Survey of Business Executives : Jan 2006

• Top 7 No cost tips to market your business