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 organization's
strategy. The key is to align the firm's people and reward
strategies in ways that reinforce the behavior and performance of
the sales force that is required to support the organization's
overall organization strategy. This book is more than why
refreshing your sales force reward strategy is needed - it covers
the `how-to' 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.
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