All Star Sales Teams > Chapter 4 Provide Realistic Sales Rewards: Controlling Expectations > Getting It Right - Pg. 87: Safari Books Online

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All Star Sales Teams

All Star Sales Teams

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Contents

Table of Contents

Chapter 1 Clarify Your Sales Objectives: Planning for Change

Chapter 2 Align Goals, Values, and Rewards: Tailoring a Compensation Plan

Chapter 3 Put Market Data Into Perspective: Getting What You Need

Chapter 4 Provide Realistic Sales Rewards: Controlling Expectations

Getting It Right

Putting Compensation in Perspective

It Takes 30 Minutes to Stop an Aircraft Carrier

Choosing Carefully

Forms to Choose From

Pop and Its Evil Stepbrother Entitlement

Compensate Selling: Not the Sale

False Expectations

Aligning Selling Focus With Compensation Reinforcement

Controlling Expectations by Establishing Parameters

Preparing the Sales Staff for Bounce Back

Marketing Expectations

Goal Setting Dialogues

Managing Ongoing Expectations

Chapter 5 Motivate Sales Managers: Capitalizing on Their Strengths

Chapter 6 Involve Your Sales Staff: Keeping Them Engaged

Chapter 7 Cultivate an Inter-Functional Community: Putting the Company First

Chapter 8 Strive for Simplicity: Streamlining Your Design Strategy

Appendix: Rubber Chickens

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4 Provide Realistic Sales Rewards: Controlling Expectations Getting It Right If you subscribe to the philosophy that there is nothing that money