11.1.11 From the shop: The fourth book by author and performance management consultant Gunther Wolf. It's about maximizing sales, and more specifically to the three key sales objectives: The performance of the sales increase, while optimizing value creation, income and processes and top-seller inspire and bind.
who faces the task of renewing outdated pay systems in sales, this book will love like no other. Because first of the book follows up almost like the typical prescription project focusing on introducing or updating of variable remuneration.
variable compensation - a success story
Second, the reader will find plenty of it to the location Practice tips and sample cases. Gunther Wolf identifies the specific problems, what solutions are possible and how they were implemented to increase sales performance.
The experienced consultants take the reader by the hand guides him step by step through the project proves him of any opportunities and impending pitfalls.
consultant knowledge compressed
And third, the book is aimed at the practitioner. Scientific digressions Gunther Wolf saves us as much as possible: it is limited to short, concise information on the theoretical foundations of performance management, motivation and compensation systems, interested readers.
Gunther Wolf knows whereof he speaks. The security that springs from every line of the book, he refers in a now barely countable number of successful compensation and performance projects. "No performance-Pope, only a very good converter and consultants," says Gunther Wolf about themselves.
old compensation systems supersede
"Modern managers, modern distribution structures, modern people, since can not use the variable compensation systems remain the old," says Gunther Wolf, who works for selected medium-sized companies and established global corporations for nearly 20 years.
who as a leader of this Topic and the potential of its employees seriously, the performance will increase the sales team long term. But Gunther Wolf opens the treasure chest of knowledge consultant: He shares his experiences in this book about the increase in sales performance through modern systems of variable sales compensation with the reader.
from practice for practice
Straightforward, clear, without rhetorical loops and turns out Gunther Wolf the reader through the topic. Easy to read, almost amusing, the book comes along and offers practical yet all-encompassing knowledge. Great benefits and competitive advantages Gunther Wolf gives once again by his innovations. He asserts: "All Designed for customers in practice and therefore already well established. "
This includes about if-then logic, the incentives for the pursuit of goals is not winning. Or the assessment rate ingenious combination, with the affordability of the variable compensation cost tense situations is ensured.
Innovative compensation systems a competitive advantage
His concept of relative targets provides sales managers with the necessary in increasingly turbulent expectant times target flexibility. The reader learns the Wolf'sche onion familiar with whose help he power and performance targets the salesperson differentiated.
In innovative dance can not be missing, developed by Gunther Wolf optimization. With this, some companies have taken performance-jumps, where few have previously considered feasible.
Top Sales Performance
It focuses the entire book on the three key marketing objectives: increase sales performance, while optimizing value creation, income and processes and top-seller inspire and bind. The latter aspect is for Gunther Wolf result and a prerequisite for sales performance at the same time: top executives in sales, are already in short supply and will continue for various reasons, increasingly rare.
Many sales managers fear in view of the introduction or revision of the variable sales compensation to deal with emerging concerns and reservations of its sales staff. Gunther Wolf shows how to deal with these resistors targeted and how variable pay systems such that they inspire sales teams and attract more high-performing employees.
Conclusion: Buy it!
Variable Sales Compensation - The turbo for your sales performance, "Gunther Wolf's new book. A strong recommendation for advanced, future-and performance-oriented managers of distribution.
Wolf, Gunther: Variable Sales Compensation - The Turbo for Sales Performance: Optimizing value creation, income and processes, top seller inspire and bind. Hamburg: Verlag Dashöfer 2011th
ISBN: 978-3-941201-96-5 (print version) or 978-3-941201-95-8 (PDF).
"The book is also available as e-book sales variable compensation .
Links:
- order direct from the publisher: variable sales compensation
- look inside the book: Management Consulting variable sales compensation
- Other publications of Gunther Wolf
Gunther Wolf, WOLF: Information about goal setting. 
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