The Sales Compensation Handbook
By Stockton B. Colt, Jr., Editor Towers Perrin
Publication: Sales and Marketing Management
Date: Wednesday, March 2 2005
Publication: Sales and Marketing Management
Date: Wednesday, March 2 2005
Twenty-five consultants from Towers Perrin, a consulting firm specializing in compensation, collaborated with editor—and a principal in the firm—Stockton B. Colt, Jr., to produce the hefty and thorough second edition of The Sales Compensation Handbook. Although it was published 5 years ago, this
300-page manual methodically documents everything from the influences on compensation plans to performance measures and plan mechanics.
It's not a light read, but for the manager looking to troubleshoot soft spots in, revive, or overhaul her current compensation plan, The Handbook is a valuable reference.
—Jon Groat
(Amacom, 1998) $75.00
It's not a light read, but for the manager looking to troubleshoot soft spots in, revive, or overhaul her current compensation plan, The Handbook is a valuable reference.
—Jon Groat
(Amacom, 1998) $75.00
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