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.