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Designing an incentive plan to turn sales reps into sales superstars! If you're like most sales leaders, your incentive program is a constant challenge, as you try to jumpstart sales, energize a geographically dispersed and autonomous workforce, and motivate salespeople to achieve ambitious revenue goals. And sometimes it seems like you just don't know what works; your products and markets are changing, the incentive program that was so successful last year no longer produces the desired results, or perhaps the generous incentive program you created has yielded a corps of highly paid salespeople who spend most of their time on existing clients and minimal time generating new business -- and threaten to walk away with your customer base if you scale back paychecks! Incentive programs are seductively powerful but complicated instruments. Without careful planning and implementation, they can be too stingy to motivate, too complex to understand, too quick to reward mediocre results, and too difficult to implement. But a well-designed and implemented incentive program is an essential tool for building a motivated, highly effective sales force that delivers the results you need. The Complete Guide to Sales Force Incentive Compensation is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes. Packed with hundreds of real-life examples of what works and what doesn't, this important guide helps you: Understand the value of building an incentive plan that is aligned with your company's goals and culture. Avoid the common trap of overusing incentives to solve too many sales management problems. Measure the effectiveness of your current incentive program, employing easy-to-use tools and metrics for pinpointing its weak spots.  Design a compensation plan that attracts and retains successful salespeople, including guidelines for determining the correct pay level, the best salary incentive mix, the proper performance measures, and the right performance payout relationship. Select an incentive compensation plan that works for your organization -- then test the plan before it is launched. Set territory-level goals that are fair and realistic, and avoid overpaying the sales force because goals are too easy, or demoralizing salespeople by having goals that are too difficult or not fairly assigned. Create and manage sales contests, SPIFFs (Special Performance Incentive for Field Force), and recognition programs that consistently deliver the intended results. Manage a successful transition to a new compensation plan and build efficient administration systems to support your plan. Every year, corporations spend $200 billion compensating their sales forces, with extremely mixed results. Make sure every dollar you spend is helping to achieve your goal of creating an empowered, effective sales force that drives your company's success. Packed with ready-to-use formulas and assessment tools and a wealth of insights from frontline sales managers and executives, The Complete Guide to Sales Force Incentive Compensation is your hands-on, easy-to-read playbook for crucially important decisions.
Today's business environment is a competition, and business managers need the right game plan if they want to win. Successful businesses do a lot of the same things well. They track inventories, expenses, growth, break-even units, margins, employee turnover, compensation plans, return on training, sales, earnings per employee, and a host of other statistics. But to win in business, managers need to do more than track these benchmarks. They need to improve results. Winning Business provides the benchmarks business managers should track. It shows managers how to calculate each benchmark, AND presents ways to improve their results. In short, this book provides a company with a blueprint for success. Each benchmark produces a value that managers can track over time to monitor the impact on their operations. To help managers evaluate their performance, it provides industry-wide benchmarks that list the results retailers, manufacturers, and even publishers should target. Winning Business provides benchmarks for: Managerial accounting Sales and marketing Employee benefits Financial performance Market indicators Inventory analysis Many others Included FREE is a full, multimedia version of Winning Business. The CD-ROM includes Winning Business MultiMedia in Adobe pdf (Portable Document Format) file format for Win 95/98/NT 3.51 or above, Mac System 7.5 or higher, UNIX, and other platforms. You'll get all 257 tips from the book complete with their workable equations. BONUS for Windows 95, 98, NT 3.51 or above users: Financial Analysis Calculator, Version 1.1.0. With this free program, you can enter your company's financial statement information and watch as the program automatically performs all of the ratio calculations for you. In an instant, you can have a vast array of critical performance characteristics mapped out for you.
Using a panel data approach for two samples of listed and unlisted European banks, this paper provides evidence that, over a decade and a half preceding the pandemic, bank dividend payouts were adjusted in line with the motivations found in the literature. Banks change their dividend payouts because they would like to signal good profitability to shareholders to address information asymmetry, or use dividends to mitigate the agency costs, or could come under pressure from prudential supervisors and regulators to retain earnings. Banks are found not to discount expectations about future economic conditions or their own profitability when making payouts. Simulations show that, in the absence of supervisory sector-wide recommendations to suspend dividend payouts, banks would likely have reduced the payouts only slightly in the first year of the pandemic.
Dividend policy continues to be among the premier unsolved puzzles in finance. A number of theories have been advanced to explain dividend policy. This e-book briefly reviews the principal theories of payout policy and dividend policy and summarizes the empirical evidence on these theories. Empirical evidence is equivocal and the search for new explanation for dividends continues.
The most trustworthy source of information available today on savings and investments, taxes, money management, home ownership and many other personal finance topics.
Stock Investing For Dummies, 2nd Edition covers all the proven tactics and strategies for picking the right stocks. Packed with savvy tips on today’s best investment opportunities, this book provides a down-to-earth, straightforward approach to making money on the market without the fancy lingo. Soon you’ll have the power to optimize your returns by: Recognizing and minimizing the risks Gathering information about potential stocks Dissecting annual reports and other company documents Analyzing the growth and demand of industries Playing with the politicians Approaching uncertain markets Using corporate stock buybacks to boost earnings Handling the IRS and other obligations With a different strategy for every investor—from recent college grad to married with children to recently retired—this valuable reference is a must-have. It also features tips and tricks on how to tell when a stock is on the verge of declining or increasing, how to protect yourself from fraud, and common challenges that every investor must go through, along with resources and financial ratios.
* Pull out map poster - this huge poster shows every area in the game plus, on the back, a flowchart of the games chapters and story lines * Full Walkthrough - Tips for completing every objective and mini-mission. The game is big and the route to success is long, Prima helps players every step of the way, including the new missions for Xbox 360 and the PSP game. * Increase Your Power - Full info on increasing your respect and character class. Respect is very important and Prima knows how to get it.
It's all about "respect" with this game based on Mario Puzo's "Godfather." This official game guide includes detailed maps, tips for completing every objective and mini-mission, and a complete character customization tutorial.
This fifth edition of Tulsian's Financial Management is a contemporary and comprehensive treatise designed to provide a thorough understanding of the subject in a systematic manner. It integrates the latest trends and current practical applications in financial management. Designed as a self-study text with a to-the-point approach, this popular text is a useful resource for postgraduate students of management.
Equipment Leasing is a practical reference for financial managers who need background information, and an understanding of how leasing can be utilized as a cost-effective means of equipment financing-especially under the new tax law in the United States. It explores various types of leases, including single investor leases, leveraged leases, tax requirements for true leases' and lease-buy economic analysis. This invaluable resource includes the background and basics of equipment leasing, history of leasing, synthetic leases, financial reporting of lease transactions by lessees, operating a leasing company, and much more.