Compensating the Sales Force Quotes

“Sample Target Total Cash Compensation Policy: Set the TTCC for each job at the 60th percentile of market practices as presented in the annual industry survey. Payouts for poor performers will be equal to the 25th percentile of pay; top performers will earn payouts equal to or greater than the 90th percentile of labor market rates.”
― David J. Cichelli, Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs

“The highest value provided by sales personnel is to help customers make choices when there is uncertainty and risk. This event is known as the “point of persuasion.” The purpose of sales compensation is to reward seller success at the point of persuasion.”
― David J. Cichelli, Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs