{ "item_title" : "Concise Guide To Compensation Agreements", "item_author" : [" Alan Fendrich "], "item_description" : "In our experience, most companies make their salesperson incentive compensation plan too complicated. To truly motivate salespeople, the comp plan needs to be simple, direct, and easy-to-follow. We had one client selling a very technical product that had a compensation plan so complicated, you needed a spreadsheet to figure it out. Some of the cells in the spreadsheet required nearly a hundred characters in the equation to populate the cell. It was literally impossible for someone to know how much they'd make if they walked into a new business and sold them something. It was terribly demotivating. Top performers need to know that if they dig in and make that extra call at the end of the day and close someone, they will make a clearly quantifiable amount of money for that effort.", "item_img_path" : "https://covers4.booksamillion.com/covers/bam/9/79/867/587/9798675879175_b.jpg", "price_data" : { "retail_price" : "47.00", "online_price" : "47.00", "our_price" : "47.00", "club_price" : "47.00", "savings_pct" : "0", "savings_amt" : "0.00", "club_savings_pct" : "0", "club_savings_amt" : "0.00", "discount_pct" : "10", "store_price" : "" } }

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