Profit-Driven Sales Commissions: Design a Profit-Based Plan that Drives Cash Flow and Makes Happy Reps (Profit-Driven Series)

This book is completely focused on the single most effective sales compensation plan yet devised – profit-driven commissions. A good sales compensation plan isn't just a mechanism to calculate pay, it's most importantly a device to price sales activities to produce a given profit.For a plan to deliver, it must begin by understanding of the desired end state. This book begins with an eye-opening discussion of the actual (and little-known) dynamics of profit production, and develops a strategy for controlling and directing them. This critical groundwork guides the tactics the profit-driven plan will support.The book finishes with a design walk-through, where the author develops a plan for a company in the most challenging of environments – low profit with a too-large sales force. The reader gets to look over the shoulder of an experienced expert as a plan comes together. Included is a sophisticated workbook for readers to create their own plans.Much more than a recitation of general wisdom and guidelines, this book looks into the base mechanics of profit generation, and the tools employed to help maximize profit.

Randy MacLean is the founder of WayPoint Analytics and is the inventor of Quantum Costing and Quantum Sales Compensation.  His company oversees tens of billions in sales transactions, and he's invented many of the modern metrics the most successful companies rely on to assess and manage profit.
With a background in engineering, sales and executive management, he advises on profitability issues and strategies, and is popular speaker and best-selling author.