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Currently reading: Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs by Cichelli, David 📚

Here is a very rare post that touches ever-so-briefly on work.

I don’t do a ton of business-related reading. When I do, it’s usually because some book is making the rounds in the C-suite of my employer and reading what they’re reading has been helpful in my role, which is nominally manager but perhaps more accurately described as contextualizer-in-chief.

In any event, the start of a new fiscal year comes with the annual adjustments to the sales compensation plan (i.e., quotas, bonuses, spiffs, and the like). These might seem like a minor thing to the rest of the company but I’m here to tell you that they are of nearly existential importance to the sales team, of which I am a part.

I recently got very interested in how compensation plans are developed, so here we are.