The Book on Incentive Compensation Management PDF Download
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Author: David Kelly
Publisher: Lulu.com
ISBN: 0996081003
Category : Business & Economics
Languages : en
Pages : 198
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Book Description
Making Incentive Compensation Management - ICM - projects and operations more successful.
Author: David Kelly
Publisher: Lulu.com
ISBN: 0996081003
Category : Business & Economics
Languages : en
Pages : 198
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Book Description
Making Incentive Compensation Management - ICM - projects and operations more successful.
Author: Andris Zoltners
Publisher: AMACOM
ISBN: 0814429726
Category : Business & Economics
Languages : en
Pages : 511
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Book Description
A well-designed and implemented incentive program is an essential tool for building a motivated, highly effective sales force that delivers the results you need. Incentive programs are seductively powerful but complicated instruments. Without careful planning and implementation, they can be too stingy to motivate, too complex to understand, too quick to reward mediocre results, and too difficult to implement. The Complete Guide to Sales Force Incentive Compensation is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes. Packed with hundreds of real-life examples of what works and what doesn't, this important guide helps you: Understand the value of building an incentive plan that is aligned with your company's goals and culture. Avoid the common trap of overusing incentives to solve too many sales management problems. Measure the effectiveness of your current incentive program, employing easy-to-use tools and metrics for pinpointing its weak spots. Design a compensation plan that attracts and retains successful salespeople, including guidelines for determining the correct pay level, the best salary incentive mix, the proper performance measures, and the right performance payout relationship. Select an incentive compensation plan that works for your organization -- then test the plan before it is launched. Set territory-level goals that are fair and realistic, and avoid overpaying the sales force or demoralizing salespeople by having difficult goals or not fairly assigned. Create and manage sales contests, SPIFFs (Special Performance Incentive for Field Force), and recognition programs that consistently deliver the intended results. Manage a successful transition to a new compensation plan and build efficient administration systems to support your plan. Filled with ready-to-use formulas and assessment tools and a wealth of insights from frontline sales managers and executives, The Complete Guide to Sales Force Incentive Compensation is your hands-on, easy-to-read playbook for crucially important decisions.
Author: Robert W. Kolb
Publisher: Oxford University Press
ISBN: 0199977127
Category : Business & Economics
Languages : en
Pages : 428
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Book Description
The scholarly literature on executive compensation is vast. As such, this literature provides an unparalleled resource for studying the interaction between the setting of incentives (or the attempted setting of incentives) and the behavior that is actually adduced. From this literature, there are several reasons for believing that one can set incentives in executive compensation with a high rate of success in guiding CEO behavior, and one might expect CEO compensation to be a textbook example of the successful use of incentives. Also, as executive compensation has been studied intensively in the academic literature, we might also expect the success of incentive compensation to be well-documented. Historically, however, this has been very far from the case. In Too Much Is Not Enough, Robert W. Kolb studies the performance of incentives in executive compensation across many dimensions of CEO performance. The book begins with an overview of incentives and unintended consequences. Then it focuses on the theory of incentives as applied to compensation generally, and as applied to executive compensation particularly. Subsequent chapters explore different facets of executive compensation and assess the evidence on how well incentive compensation performs in each arena. The book concludes with a final chapter that provides an overall assessment of the value of incentives in guiding executive behavior. In it, Kolb argues that incentive compensation for executives is so problematic and so prone to error that the social value of giving huge incentive compensation packages is likely to be negative on balance. In focusing on incentives, the book provides a much sought-after resource, for while there are a number of books on executive compensation, none focuses specifically on incentives. Given the recent fervor over executive compensation, this unique but logical perspective will garner much interest. And while the literature being considered and evaluated is technical, the book is written in a non-mathematical way accessible to any college-educated reader.
Author: Sal DiFonzo
Publisher: Createspace Independent Publishing Platform
ISBN: 9781508527725
Category : Compensation management
Languages : en
Pages : 158
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Book Description
Drawing on two decades of compensation experience, Sal DiFonzo explores how to transition a firm from a traditional discretionary plan to a contemporary structured incentive compensation plan. The issues in this process can be complex, but DiFonzo simplifies them by taking the reader step-by-step through the rationale behind creating a structured incentive compensation plan, each phase of the creation process, and expert strategies for solving the issues that invariably arise with changes to compensation. While examples are drawn from the design and construction industry, firms from all industries seeking to drive strategy, engage employees and achieve success will find this book to be a valuable guide.
Author: S.S. UPADHYAY
Publisher: Global India Publications
ISBN: 9789380228389
Category : Compensation management
Languages : en
Pages : 328
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Book Description
This book outlines a new way of looking at rewards-a holistic approach that uses measurement to determine what an organization actually valuses (in terms of skills, knowledge, experience and behaviors).Further it analyzes the impact of the braod spectrum of reward programs (pay benefits and carrers) on human capital and, in turn, on an organization's profitability.It discusses variable pay programmes, competency models to employee reward, talent management for business optimization, compenation in Not-For-Profit Organizations, designing the annual management incentive plan etc.
Author: Bashker D. Biswas
Publisher: FT Press
ISBN: 0133064859
Category : Business & Economics
Languages : en
Pages : 458
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Book Description
In Compensation and Benefit Design, Bashker D. Biswas shows exactly how to bring financial rigor to crucial "people" decisions associated with compensation and benefit program development. This comprehensive book begins by introducing a valuable Human Resource Life Cycle Model for considering compensation and benefit programs. Biswas thoroughly addresses the acquisition component of compensation, as well as issues related to general compensation, equity compensation, and pension accounting. He assesses the full financial impact of executive compensation programs and employee benefit plans, and discusses the unique issues associated with international HR systems and programs. This book contains a full chapter on HR key indicator reporting, and concludes with detailed coverage of trends in human resource accounting, and the deepening linkages between financial and HR planning. Replete with both full and "mini" case examples throughout, this book will be valuable to a wide spectrum of HR and financial professionals, with titles including compensation and benefits analysts, managers, directors, and consultants; HR specialists, accounting specialists, financial analysts, total rewards directors, controller, finance director, benefits actuaries, executive compensation consultants, corporate regulators, and labor attorneys. It also contains chapter-ending exercises and problems for use by students in HR and finance programs.
Author: Howard Risher
Publisher: Amacom Books
ISBN: 9780814404584
Category : Business & Economics
Languages : en
Pages : 324
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Book Description
In Aligning Pay and Results, fourteen compensation experts provide answers, techniques, and insights on the complex issues involved in incentive- and performance-based pay programs. With the practical help this book provides (in both the human and technical arenas), you'll have a good start toward creating a pay environment that energizes employees, encourages innovation, and fuels growth for years to come.
Author: David J. Cichelli
Publisher: McGraw Hill Professional
ISBN: 0071435972
Category : Business & Economics
Languages : en
Pages : 235
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Book Description
Compensating the Sales Force is a uniquely jargon-free, how-to guide to all major sales compensation concepts and formulas. Using real-world examples, guru David J. Cichelli: Helps readers select the right compensation strategy for their firm Provides step-by-step guidance to implementing various approaches Simplifies the mathematical formulas that are a thorn in most manager's side
Author: Mercer, LLC
Publisher: John Wiley & Sons
ISBN: 047047811X
Category : Business & Economics
Languages : en
Pages : 288
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Book Description
The numerous incentive approaches and combinations and their implications can be dizzying even to the compensation professional. Pay for Results provides a road map for developing and implementing executive incentives that drive business needs and strategy. It is filled with specific analytic tools, including tables, exhibits, forms, checklists. In addition, it uncovers myths in performance measurement strategy and design. Timely and thorough, this book expertly shows businesses how to drive their specific needs and strategy. Human resources and compensation officers will discover how to apply performance metrics that align with shareholder investment.
Author: Mark Donnolo
Publisher: AMACOM/American Management Association
ISBN: 0814432271
Category : Business & Economics
Languages : en
Pages : 290
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Book Description
Featuring insightful interviews with Fortune 1000 C-level executives and real lessons from the field, this essential book reveals the tough questions leaders should be asking about how sales incentives drive the business.
