Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company’s Most Important Strategic Asset: Noel Capon

• Filed under: Business

Editorial Reviews

From Booklist
Capon, an academic and consultant, provides a framework for managing key accounts, which he describes as a company’s single most important asset, since these accounts produce the major share of sales revenue. He offers a planning process that aids in developing strategies to enhance profitable results from these prized customer relationships. Central to his thesis is his congruence model for key account management, which has the following four elements–identifying key accounts; organizing and managing key accounts; identifying, managing, and rewarding account managers; and maintaining human and information based systems and processes. Capon also addresses the issues of key account-management partnering and global account management. The book concludes with exercises for developing key account management skills and an appendix containing a guide for developing a key account plan. This book could serve as a textbook for the author’s executive training programs in key account-management and clearly is an infomercial for his consulting activities. Mary Whaley
Copyright © American Library Association. All rights reserved

Review
Fred Schindler International Sales Operations, Program Executive, Global Customer Management, IBM Capon’s differentiation of the global account management elements is insightful and will help those considering global account management to avoid some common mistakes. If his advice is followed, companies can get breakthrough results in managing their most important clients. — Review

Review by Doug Bosse, Strategic Account Management Association Board of Directors Member — Velocity(TM) Magazine, October 2002

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Compensating the Sales Force: A Practical Guide to Designing Winning Sales Compensation Plans: David J. Cichelli

• Filed under: Recommended

Editorial Reviews

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

From the Back Cover

How sales people are paid has an immense impact on their performance. The right sales compensation program can lift a company’s sales into the stratosphere and send its bottom line soaring; a poorly constructed plan can be disastrous. How do you find out whether your company’s plan is working as well as it should? How can you construct and maintain a program that’s tailored to your company’s needs and sure to succeed? In Compensating the Sales Force sales compensation guru David Cichelli helps you answer these questions and many more.

While sales compensation is a powerful tool, choosing and structuring the right plan can be confusing. This authoritative, jargon-free handbook guides you through the entire process, from setting target pay, selecting the right performance measures, and establishing quotas to determining the mix and upside opportunities, and constructing the right formula.

In clear, concise language, this unique guide explains the basic concepts of sales compensation design, which apply to every industry; reveals why job content, not industry, is the source of compensation design; and provides a hierarchy of sales compensation formula types. You’ll learn how to construct and calculate formulas for payout purposes and establish support programs such as quota allocation, sales crediting, and account assignment.

Cichelli provides a 10-step process for redesigning the sales compensation plans at your company. He presents guidelines for administering and automating your program, rolling out a new plan and explaining it to your sales force, and auditing and assessing your sales compensation program.

Complete with dozens of real-world examples that illustrate important points and demonstrate specific techniques and procedures, Compensating the Sales Force provides all of the cutting-edge tools you need to design, construct, and implement an effective sales compensation plan that maximizes profits and keeps them climbing.

David J. Cichelli has 20 years of experience designing sales compensation packages for companies large and small, including Verizon, Charles Schwab, FedEx, and Hewlett Packard.

[Back Cover Copy]

Design a sales compensation plan that sends profits soaring

Sales compensation works! It’s the most effective tool managers have for motivating the sales force, improving their performance, and increasing profits. Creating a winning compensation plan, however, requires careful analysis, accurate calculation, and a clear understanding of sales compensation fundamentals.

Compensating the Sales Force provides expert guidance in the strategic, tactical, and technical aspects of sales compensation plan design. It supplies clear guidelines for selecting the right compensation plan for any type of firm, of any size, in any industry, and it offers step-by-step procedures for implementing each approach. This unique, jargon-free handbook gives managers the expertise they need to:

• Set target pay
• Select the right performance measures
• Establish quotas
• Determine the mix and upside opportunity
• Construct and calculate the most effective formula

Implement support, administration, communication and assessment programs

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