With a tight labor market and continuing pressure to expand sales channels and grow sales volumes, sales representatives must make significant contributions. Unfortunately, many organizations have yet to realize that their reward programs are not effective in motivating sales force employees to accomplish the organizationÕs strategy. The key is to align the firmÕs people and reward strategies in ways that reinforce the behavior and performance of the sales force that is required to support the organizationÕs overall organization strategy. This book is more than why refreshing your sales force reward strategy is needed Ð it covers the Ôhow-toÕ in order to accomplish this critical improvement in your sales force total reward strategy.
Authors Graham and Riyaz reunite to take on the subject of Sales Force Total Reward Strategy. They share their deep experience on this important aspect of organizational success.