By Susan Ershler, John Waechter
Specialists who've summited the tallest mountains on all the seven continents—and scaled the top peaks in company sales—examine what it takes to accomplish revenues good fortune, drawing at the options and resolution it takes to climb the world’s maximum peaks.
When Susan Ershler and John Waechter each one made the grueling trip to the head of Mount Everest, they have been inspired via the need to hitch the elite workforce of climbers that had conquered the Seven Summits, the top peaks on all of the seven continents. It used to be this related choice that made them celebrity performers in company revenues, one of many hardest jobs in international company. They either cherish the deep pride that merely comes from reaching a probably very unlikely objective via concentration, decision, and persistence.
In this designated and encouraging advisor, Susan and John draw on their studies to motivate revenues pros to beat their perceived obstacles and succeed in new heights of good fortune, illustrating how any revenues expert can in achieving height functionality. They convey the way to in actual fact outline ambitions, “choose the suitable Sherpa” (build the suitable team), decide to a imaginative and prescient, “travel light” (manage your time), and “measure the mountain” (track your progress).
Interweaving concrete, established equipment for prime fulfillment in revenues, with tales of harrowing climbs and perseverance, Conquering the Seven Summits of revenues proves that any one can adventure the super feel of closure and delight that incorporates overcoming perceived obstacles and attain anything actual and significant.
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Extra resources for Conquering the Seven Summits of Sales: From Everest to Every Business, Achieving Peak Performance
In each section, the relevant component is highlighted within the framework, and an example is provided showing how that component is affected by the compensation plan. How the Sales Incentive Compensation Plan Affects Salespeople. Sales force incentive compensation plan Salespeople Sales force activities Customer results Company results The compensation plan influences the type of person who is attracted to the company. Consider the two plans shown in Figure 1-5. What type of salesperson might each plan attract to the company?
It can help a firm achieve aggressive sales growth and market share gains in competitive markets, but possibly at the expense of company profitability. Plan J encourages salespeople to pay close attention to the bottom line. It can help a company remain profitable, although it may sacrifice sales growth or market share. Diagnosing Sales Force Issues Companies often misattribute the cause of their problems to the compensation plan when the true source of the problem lies elsewhere within the sales management system.
How does a sales organization effectively make the transition to a new incentive compensation plan? As shown in the organizational overview of the book in Figure 1-10, four main themes are emphasized: 1. The role of incentives within the context of the sales management system (Chapter 1) 2. Techniques and analytical methods for effective incentive compensation plan assessment (Chapters 2 and 8) 3. Frameworks and approaches that enable successful incentive compensation plan design (Chapters 3, 4, 5, 6, 7, 9 and 10) Role of Incentives Chapter 1 Sales Force Incentive Compensation and the Successful Sales Organization Assessment: Current Plan Chapter 2 Reviewing a Current Incentive Compensation Plan and Setting Objectives for a New Plan Plan Design: Introduction Main Plan Chapter 3 Plan Design Fundamentals Assessment: Proposed Plan Chapter 5 Plan Design Part 2: Finding the Best Salary–Incentive Mix Chapter 9 Setting Effective Goals and Objectives Chapter 6 Plan Design Part 3: Selecting Performance Measures Chapter 7 Plan Design Part 4: Determining the Right Performance–Payout Relationship Chapter 10 Increasing Sales Force Motivation Through Sales Contests, SPIFFs, and Recognition Programs Chapter 8 Evaluating Proposed Sales Incentive Compensation Plan Alternatives and Selecting a New Plan Implementation Chapter 11 Making an Effective Transition with a Major Incentive Compensation Plan Change Supplemental Details Chapter 4 Plan Design Part 1: Determining the Correct Pay Level Sales Force Incentive Compensation and the Successful Sales Organization Figure 1-10.
Conquering the Seven Summits of Sales: From Everest to Every Business, Achieving Peak Performance by Susan Ershler, John Waechter