The National Association of Wholesale-Distributors' (NAW) Institute for Distribution Excellence has published a new how-to book on creating and implementing an aligned and effective sales compensation program.
"Effective Sales Incentive Design for Distributors: What's the Right Plan?", written by Mike Emerson and Steve Deist of Indian River Consulting Group, contains actionable steps, detailed information and formulas on sales compensation structures and mechanisms, and case studies from the front lines of the wholesale distribution industry. According to NAW, it answers this question: "How can I get my sales reps to just do what I want them to do?"
Other areas discussed in the book include:
- Picking the right tool: Distributors will know when incentive changes are likely to be effective and when they are not.
- Getting strategic clarity: Distributors will ensure that the right foundation is in place for success.
- Aligning the sales force organization: Distributors will get the right talent in the right role based on their market opportunities.
- Incentive structure fundamentals: Distributors will understand the risks and benefits of absolute and relative performance factors.
- Relative performance techniques: Distributors will learn how world-class sales organizations solve the most vexing incentive program challenges.
- Implementation guidelines: Distributors will have all the tips and tricks for successful change management.
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