Publications
Featured Publication
BRAND-NEW! Effective Sales Incentive Design for Distributors: What’s the Right Plan?
Order your softcover books above.
Order your Kindle Edition from Amazon.com.
Effective Sales Incentive Design for Distributors: What’s the Right Plan? is designed for top wholesale distribution executives and sales managers who are looking for the answer to this question: “How can I get my sales reps to just do what I want them to do?”
If you are looking for a how-to book on creating and implementing an aligned and effective sales compensation program, this book is for you. Authors Mike Emerson and Steve Deist have filled this book with actionable steps, detailed information and formulas on sales compensation structures and mechanisms, and plenty of case studies from the front lines of the wholesale distribution industry. They keep the focus on maximizing the financial return from the field sales force. They describe a series of proven steps that have worked with other distributors, so they should work for you!
This book is not about theories; it’s about practical experience and expert guidance for surviving and growing in today’s world. Read Effective Sales Incentive Design for Distributors before engaging in a pay plan change or making any sales management-related investment. It will help you think more clearly about your situation and goals—and may challenge some of your assumptions.
New Releases
Achieving Effective Inventory Management, Fifth Edition with BRAND-NEW EIM Version 3 Spreadsheets!
Jon SchreibfederIt’s easy to turn cash into inventory . . . the challenge is to turn inventory back into cash! Based on recent research and up-to-date best practices, Achieving Effective Inventory Management, ...
BRAND-NEW! Effective Sales Incentive Design for Distributors: What’s the Right Plan?
Mike Emerson, Steve DeistOrder your softcover books above. Order your Kindle Edition from Amazon.com. Effective Sales Incentive Design for Distributors: What’s the Right Plan? is designed for top wholesale distribution executives and sales managers who ...
BRAND-NEW! In Search of the Perfect Customer: Cost-to-Serve for Distributors
Brent R. GroverOrder your softcover books above. Order your Kindle Edition from Amazon.com. Order your NOOK Book from BN.com. As wholesaler-distributors operate in today’s economy, they must protect their most profitable, high-growth potential customers and ...
BRAND-NEW: CUSTOMIZED NAW 2012 Employee Compensation Report (3 Volumes)
Special Limited-Time Offer: Until June 30, 2012, you can receive an additional, CUSTOMIZED compensation report (volume 3) comparing your own company's compensation figures with the overall survey sample. See the ...
BRAND-NEW: NAW 2012 Employee Compensation Report (2 Volumes)
As soon as you complete your purchase, you'll receive links to immediately download Volume 1 (PDF) and Volume 2 (Excel file) to your desktop. As the U.S. economy continues to slowly ...
BRAND-NEW—Triple Your Profit! Stop Being a Profit Soldier and Start Being a Profit Winner
Albert D. Bates, DBATake about 4 minutes to hear directly from Author Al Bates of Profit Planning Group about why you should read this book and what benefits you'll receive from it that ...
All Publications
Distribution Online Courses
Financial Management
Distributor Executive's Guide to the Art of Top-Quartile Financial Performance—Volume 3
Brent R. Grover
Distributor Manager's Guide to Departmental and Branch Financial Excellence—Volume 2
Brent R. Grover
Official Guide to Wholesaler-Distributor Financial Success—Three-Volume Set
Brent R. Grover
The Acquisitive Distributor: 4 Keys to Success When Buying a Wholesale Distribution Business
Brent R. Grover
Human Resources Management and Training
BRAND-NEW: CUSTOMIZED NAW 2012 Employee Compensation Report (3 Volumes)
Smart Investments: Developing Top Performers in Wholesale Distribution
Susan Levering, Ph.D.
Profit, Pricing, and Operations Improvement
BRAND-NEW! In Search of the Perfect Customer: Cost-to-Serve for Distributors
Brent R. GroverBRAND-NEW—Triple Your Profit! Stop Being a Profit Soldier and Start Being a Profit Winner
Albert D. Bates, DBA
Customer Stratification: Best Practices for Boosting Profitability
F. Barry Lawrence, Ph.D., Pradip Krishnadevarajan, Senthil Gunasekaran
Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line
F. Barry Lawrence, Ph.D., Senthil Gunasekaran, Pradip Krishnadevarajan
Profit Myths in Wholesale Distribution: The Truth About Sales, Margins, Inventory, and Expenses
Albert D. Bates, DBA
Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins
Brent R. Grover
Sales Management
BRAND-NEW! Effective Sales Incentive Design for Distributors: What’s the Right Plan?
Mike Emerson, Steve Deist
Driving Distributor Sales Beyond: Best Practices for Outselling Your Competitors
Dirk Beveridge
Marketing Plans for Growing Sales: A Guide for Wholesaler-Distributors, Second Edition
Scott Benfield
Objective-Based Selling™ in Wholesale Distribution: Four Keys to Selling More at Higher Gross Margins
Gary T. Moore
Sharpening Your Competitive Edge: How to Strengthen Your Distribution Sales Team for Top Results
Jim Pancero
Taking Charge of Distribution Sales: 9 Proven Skills to Lead and Manage Your Sales Team
Gary T. Moore
Transforming Data into Action: Using Analytics for Better Distributor Sales Decisions
Tony Pericle
What's Your Plan? Smart Salesforce Compensation in Wholesale Distribution
Mike Marks, Mike Emerson
Strategy Development, Execution, and Management
Strategic Planning for Distributors: Execution Isn’t Everything—It’s the Only Thing!
Tom O'Connor
Value Creation Strategies for Wholesaler-Distributors
Steve Deist, Mike Marks, Mike Emerson
Supply Chain Management
Build, Fix, or Terminate: The Distributor’s Guide to More Profitable Supplier Relations
Jim Narus, Bob Donath
Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully
Mike Marks, Tim Horan, Mike Emerson
Trends in Wholesale Distribution
Facing the Forces of Change®: Decisive Actions for an Uncertain Economy
Guy Blissett
Trendcast™—a customized business trends forecast report specially prepared for your company
Alan Beaulieu
Warehouse and Inventory Management
Achieving Effective Inventory Management, Fifth Edition with BRAND-NEW EIM Version 3 Spreadsheets!
Jon Schreibfeder
The Time, Space & Cost Guide to Better Warehouse Design, Second Edition
Maida Napolitano
