Prescription for a Winning Sales Force Incentive Plan (ISBN 1595710957)

Practical Guide for Sales Incentive Planning:
It's the best book I've ever read on Sales Incentives. What I liked is that it is easy to read and yet goes well beyond simple Sales Incentive designs. It points out the weaknesses and strengths of different types of Plans (ranking vs. commission, etc.) and explains when one type of Sales Incentive Plan is superior to others. The book also looks at different measures that can be used and misused in Sales Incentive Plans. It has a number of real examples that greatly improve understanding. I highly recommend this book for anyone who designs Sales Incentive Programs--especially those in the Pharmaceutical or Healthcare field where many of the examples come from.

Rare to find an Incentive Compensation Book:
Its very hard to find anything worthwhile on creating Incentive Compensation Plans for the Pharmaceutical Industry. This book was fairly easy to read and understand and gave some very good ideas and examples on how to avoid some of the pitfalls of creating plans. Its a very good book to read for a person new to Comp planning, or someone who is looking to get some different perspectives on how to go about making accountable compensation plans.