Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs, Second Edition by David J. Cichelli
Author:David J. Cichelli [Cichelli, David J.]
Language: eng
Format: mobi, pdf
Publisher: McGraw-Hill Education
Published: 2010-06-17T04:00:00+00:00
Second commission rate.
Step 10. Publish incentive formula: Now the incentive formula can be published for the sales personnel (see Figure 6-15).
Figure 6-15 Commission program.
FORMULA CONSTRUCTION WORKSHEETS
The following worksheets present a uniform method for constructing a compensation formula. These worksheets are the most popular sales compensation formulas:
Progressive ramp commission with base salary
Commission program with a multiplier and base salary
Bonus formula with steps
Bonus formula rate
Bonus formula matrix
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