Prabhakant Sinha – författare
441 kr
Skickas inom 5-8 vardagar
746 kr
Läs direkt efter köp
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.
273 kr
Skickas inom 5-8 vardagar
433 kr
Skickas inom 5-8 vardagar
363 kr
Skickas inom 5-8 vardagar
145 kr
Läs direkt efter köp
412 kr
Skickas inom 3-6 vardagar
217 kr
Skickas inom 5-8 vardagar
292 kr
Läs direkt efter köp
The future of AI is here.
The world is transfixed by the marvel (and possible menace) of ChatGPT and other generative AI tools. It''s clear Gen AI will transform the business landscape, but when and how much remain to be seen. Meanwhile, your smartest competitors are already navigating the risks and reaping the rewards of these new technologies. They''re experimenting with new business models around generating text, images, and code at astonishing speed. They''re automating customer interactions in ways never before possible. And they''re augmenting human creativity in order to innovate faster. How can you take advantage of generative AI and avoid having your business disrupted?
Generative AI: The Insights You Need from Harvard Business Review will help you understand the potential of these new technologies, pick the right Gen AI projects, and reinvent your business for the new age of AI.
Business is changing. Will you adapt or be left behind?
Get up to speed and deepen your understanding of the topics that are shaping your company''s future with the Insights You Need from Harvard Business Review series. Featuring HBR''s smartest thinking on fast-moving issues—blockchain, cybersecurity, AI, and more—each book provides the foundational introduction and practical case studies your organization needs to compete today and collects the best research, interviews, and analysis to get it ready for tomorrow.
You can''t afford to ignore how these issues will transform the landscape of business and society. The Insights You Need series will help you grasp these critical ideas—and prepare you and your company for the future.
291 kr
Skickas inom 3-6 vardagar
384 kr
Läs direkt efter köp
Sales leadership essentials for an era of rapidly advancing digital technology.
Managing an effective sales organization is key to revenue generation, customer satisfaction, and business results. But whether you''re a sales manager or leading a large sales force, it''s increasingly challenging to balance success today with driving the digital sales transformation that will position your team for the future.
With actionable insights and examples from many industries worldwide, the HBR Sales Management Handbook provides the resources you need to build value for your company, your customers, and your sales teams. The book covers the fundamentals every sales manager needs to know and explores today''s most challenging issues around digital: bringing value to informed and self-sufficient customers while managing the business; hiring, developing, and retaining the best talent; managing sales in the remote, multichannel world; using AI and analytics to support critical decisions; navigating change with continuous improvement; and building the next generation of sales information hubs.
Your job as a sales leader is vast and dynamic. This handbook is a collection of proven and forward-looking ideas to help you, your salespeople, and your customers win.
HBR Handbooks provide ambitious professionals with the frameworks, advice, and tools they need to excel in their careers. With step-by-step guidance, time-honed best practices, and real-life stories, each comprehensive volume helps you to stand out from the pack—whatever your role.