By David Cichelli, Senior Vice President, Alexander Group, Workspan, the Magazine ofWorldatWork©
Can you handle SUCCESS? With business growth comes great things—larger market share, increased revenue, happy shareholders. However, sustaining revenue growth is seldom easy. Sales departments must quickly and seamlessly change sales strategies and tactics to grow sales. Unfortunately, sales departments are often ill-equipped to make the right changes at the right time.
At long last, a solution to this common problem is at hand. It’s called the Sales Growth Model™. Created by David Cichelli and his team at the Alexander Group, the Sales Growth Model explains how to keep sales results improving during all phases of market maturity. In this book, Cichelli uses his game-changing approach to help you anticipate impending challenges and take the right action, enabling the growth to continue—and the sales department to flourish. He shows you the four stages of business growth and illustrates the challenges of each one: Stage 1: Start-Up; Stage 2: Volume Growth; Stage 3: Re-Evaluation; and Stage 4: Optimization.
Don’t let growth become an obstacle to success. The Sales Growth Model is the only way to ensure smooth sailing through the surprisingly troubled waters of success. More >>
The classic guide to raising your bottom line with the perfect compensation strategy—fully revised and updated!
Sales compensation WORKS! Nothing motivates a sales force better than a powerful compensation program. And when your salespeople are motivated, revenue soars. But how do you design a program ideally suited for your business strategy and organizational needs? It’s a delicate balance that makes all the difference between profit and loss.
More and more sales leaders have turned to Compensating the Sales Force to help them discover problems in their present system and create a compensation program that works best for their needs. Now, in the second edition, sales compensation guru David Cichelli brings you completely up-to-date on setting target pay, selecting the right performance measures, and establishing quotas. He supplies clear guidelines for building the right compensation plan for any type of firm, of any size, in any industry, and he offers step-by-step procedures for implementing each approach.
The book includes all-new chapters for global, complex sales organizations and hard-to-compensate sales jobs. It also features an expanded formula section, and provides brand new examples of: income producer plans; sales rep commission plans; bonus plans; incentive plans; and base salary management plans. More>>
In Sales Eats First, authors Noel Capon and Gary Tubridy use quantitative and qualitative research and in-depth interviews with 32 senior sales executives at some of the world’s leading companies to illustrate how those that combine world-class practices in strategy, organizational structure, and performance management can truly out-think, out-offer, and out-sell the competition.
The result is a set of company examples and sales lessons — from Cisco, FedEx, Genzyme, Hewlett-Packard, Honeywell, Johnson & Johnson/Vistakon, Johnson Controls, Master Card, Oracle, Pitney Bowes, SAP Business Objects, Sony Electronics, Thomson Reuters Legal, Whirlpool and Xerox — all wrapped up in an essential read for today’s sales professional. Buy a copy and learn more.
By David Cichelli, Senior Vice President, Alexander Group, Workspan, the Magazine ofWorldatWork©.
By Paul Vinogradov, Vice President, Alexander Group, May 2012, WorldatWork Sales Compensation Focus. When it comes to sales compensation plans, it can be tempting to skip slogging through creating an original plan in favor of copying another company’s program. Why not leverage what someone else did and make it work for your organization? Yet such an approach is unlikely to work.
By David Cichelli, Senior Vice President, Alexander Group, February 2012, Workspan, the Magazine ofWorldatWork©.
By Paul Vinogradov, Vice President, Alexander Group, December 2010, Workspan, the Magazine of WorldatWork©.