Performance Measures
| Title: | Dead Solid Perfect: Achieving Sales Compensation Alignment |
| Publication: | Compensation and Benefits Review, 4/96 |
| Synopsis: | Describes development of performance measures and design of a compensation plan to meet company topline and bottom-line objectives. |
| Title: | Multiple Perspectives: Essays on Implementing Performance Measures |
| Publication: | ACA Journal: Perspectives in Compensation and Benefits, Spring 1996 |
| Synopsis: | An in-depth look at performance measures centering on selection of appropriate performance measures for the various stages of the selling life cycle. |
| Title: | How Do You Get 'Em to Do What You Want 'Em to Do? |
| Publication: | American Salesman, 3/97 |
| Synopsis: | How to influence representative behavior through performance measures ... |
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