Written by two of the world's leading sales compensation experts, ZS Principals Chad Albrecht and Steve Marley, The Future of Sales Compensation unveils forward-looking insights about what best-in-class sales incentives programs might look like in the years ahead. Each chapter contains new frameworks, new stories, and new ways to think about sales comp, including never-before-seen ideas on topics such as: - Why the intrinsic versus extrinsic incentives argument is not an either-or debate - How to introduce an innovative new sales compensation plan while continuing to engage and motivate top performers - Why predictive analytics will revolutionize the way you design and administer your plans - How to understand and motivate different types of salespeople, including Millennials, and why the one-size-fits-all approach may be on the decline - How to leverage technological advances and drive superior performance within your sales force - And more Also included are exclusive interviews with sales and sales compensation leaders from companies such as US Foods, CareerBuilder, Google, and Microsoft who share perspectives about the state of comp affairs at their organizations and what the future may hold.

The Future of Sales Compensation

Chad Albrecht

Steve Marley

Business & Money

ZS Associates, Inc.

Creating a successful sales compensation program in today s changing business environment is no easy feat. Advances in information technology, better-informed customers, global competition and workforce diversity are just some of the market shifts requiring companies to be agile and rethink many sales force decisions and programs, including sales compensation. 
As businesses implement new approaches for designing, managing and supporting today s sales forces, sales compensation remains a powerful tool for motivating salespeople, providing strategic direction and retaining the best talent. Written by some of the world s leading sales compensation experts, Sales Compensation Solutions offers actionable insights and ideas that sales and compensation professionals can use to design and implement programs that work in today s selling environment. In this book you ll learn how to: - Adapt compensation to changing sales roles - Motivate the sales force with more than money - Create incentives that drive the top and bottom lines - Establish a global sales compensation program - Use analytics to boost sales compensation impact - Set quotas that motivate - Help the sales force embrace compensation plan change - And more

Sales Compensation Solutions

Prabhakant Sinha

Andris Zoltners

Sally Lorimer

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Books by Steve Marley