ÿþ<html xmlns="http://www.w3.org/1999/xhtml"> <head> <title>Salescom</title> <meta http-equiv="Content-Type" content="text/html; charset=iso-8859-1"> <script type="text/javascript"> function ShowDetails(){ // document.getElementById("divAnthologyDetails").style.display = "block"; // document.getElementById("tdSummary").focus(); document.getElementById("tblExamples").style.display = "block"; }; function ShowExamples(){ document.getElementById("tdViewAnthologyExample").innerHTML = "<img src='images/Example1.jpg' />"; document.getElementById("tblExamples").style.display = "block"; }; function HideExamples(){ document.getElementById("tblExamples").style.display = "none"; }; function HideDetails(){ document.getElementById("divAnthologyDetails").style.display = "none"; }; function ShowAnthologyContents(){ document.getElementById("tdViewAnthologyExample").innerHTML = "<img src='images/AnthologyContents.jpg' />"; //document.getElementById("tdSummary").focus(); }; function ShowExample1(){ document.getElementById("tdViewAnthologyExample").innerHTML = "<img src='images/Example1.jpg' />"; //document.getElementById("tdSummary").focus(); }; function ShowExample2(){ document.getElementById("tdViewAnthologyExample").innerHTML = "<img src='images/Example2.jpg' />"; //document.getElementById("tdSummary").focus(); }; function ShowExample3(){ document.getElementById("tdViewAnthologyExample").innerHTML = "<img src='images/Example3.jpg' />"; //document.getElementById("tdSummary").focus(); }; </script> </head> <body link="8c0000" vlink="8c0000" alink="8c0000"> <table width="101%" border="0"> <tr> <td> <div align="center"> <table width="711" border="0"> <tr> <td width="631" valign="bottom"> <img src="images/DadLogo.gif" width="400" height="50"> </td> <td width="64" valign="bottom"> <font color="8c0000" face="Arial, Helvetica, sans-serif"><strong>[ANTHOLOGY]</strong></font> </td> </tr> <tr> <td height="70" colspan="2" valign="top" background="images/header.gif"> <div align="center"> </div> </td> </tr> <tr> <td colspan="2" valign="top"> <table width="100%" border="0"> <tr> <td width="76%" valign="top"> <div align="right"> <table width="500" border="0" cellpadding="4" cellspacing="0" bordercolor="8c0000"> <tr> <td width="500" valign="top"> <p align="center" style="font-size: large"> <br /> <font color="8c0000"><strong>Anthology of 50+ Successful<br /> Sales Incentive Plans To Achieve<br /> Your Goals In Today&#8217;s Markets<br /> <span style="font-size: small">-From 30 years consulting experience<br /> -Free anthology support* <br /> <a href="#" onclick="ShowExamples();" style="font-size: small;"><u>Click Here to View Anthology Examples</u></a></span></strong></font> </p> <p style="text-align: center; color: #000000"> <b>Achieve your sales strategy:</b><br /> -Revenue<br /> -Profit<br /> -Products<br /> -Accounts<br /> -Objectives </p> <table width="100%"> <tr> <td style="width: 50%" align="center" valign="top"> &nbsp;&nbsp;&nbsp;<b>$25.00</b> <form action="https://www.paypal.com/cgi-bin/webscr" method="post"> <input type="hidden" name="cmd" value="_s-xclick"> <input type="hidden" name="hosted_button_id" value="UVYXMQHSEZTFN"> <input type="image" src="https://www.paypalobjects.com/en_US/i/btn/btn_buynowCC_LG.gif" border="0" name="submit" alt="PayPal - The safer, easier way to pay online!"> <img alt="" border="0" src="https://www.paypalobjects.com/en_US/i/scr/pixel.gif" width="1" height="1"> </form> Schroeder Associates<br /> 5363 Whispering Pine Circle<br /> St. Cloud, FL 34771<br /> <a href="mailto:SalesForceCompensation@gmail.com">SalesForceCompensation@gmail.com</a> </td> <td align="center"> <b><i>Plans Include:</i></b> <table style="border: medium solid #9D9D00"> <tr> <td> -Total cash assumption<br /> &nbsp;&nbsp;&nbsp; &nbsp;&nbsp;&nbsp;-Base Salary<br /> &nbsp;&nbsp;&nbsp; &nbsp;&nbsp;&nbsp;-Target Incentive<br /> &nbsp;&nbsp;&nbsp; &nbsp;&nbsp;&nbsp;-Stretch<br /> &nbsp;&nbsp;&nbsp; &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; &nbsp;&nbsp;&nbsp;-Capped and uncapped<br /> -Design features<br /> -Incentive plan<br /> -Performance goals and ranges<br /> -Payout opportunities<br /> &nbsp;&nbsp;&nbsp; &nbsp;&nbsp;&nbsp;-In dollars<br /> &nbsp;&nbsp;&nbsp; &nbsp;&nbsp;&nbsp;-In percent of base salary<br /> &nbsp;&nbsp;&nbsp; &nbsp;&nbsp;&nbsp;-In multipliers<br /> &nbsp;&nbsp;&nbsp; &nbsp;&nbsp;&nbsp;-Linked and unlinked<br /> -Administration guidelines<br /> -Payout example<br /> </td> </tr> </table> </td> </tr> </table> </td> </tr> </table> </div> <div id="divAnthologyDetails" style="width: 100%; border: medium solid #9D9D00; display: none;"> <table style="width: 100%"> <tr> <td onclick="HideDetails();" id="tdHideAnthologyDetails" style="font-size: x-small; cursor: pointer;"> <u>Hide Anthology Details</u> </td> <td> </td> </tr> <tr> <td colspan="2" align="center"> <u><b>Summary of Anthology Appendix</b></u> </td> </tr> <tr> <td colspan="2" align="Left" valign="top"> 1. Sales Focus On Revenue (7 Plans)<br /> 2. Sales Focus On Revenue and Profit (6 Plans)<br /> 3. Sales Focus On Revenue and Accounts (3 Plans)<br /> 4. Sales Focus On Revenue and Products (5 Plans)<br /> 5. Sales Focus On Revenue and Special Objectives (4 Plans)<br /> 6. Sales Focus On Revenue, Profit, and Accounts (5 Plans)<br /> 7. Sales Focus On Revenue, Profit, and Products (5 Plans)<br /> 8. Sales Focus on Revenue, Profit, and Special Objectives (4 Plans)<br /> 9. Sales Focus On Revenue, Profit, Accounts, and Special Objectives (5 Plans)<br /> 10. Sales Focus On Revenue, Profit, Products, and Special Objectives (6 Plans)<br /> 11. Sales Focus On Revenue, Profit, Products, Accounts, and Special Objectives (4 Plans)<br /> </td> </tr> <tr> <td colspan="2" align="center" id="tdSummary"> <u><b>Sales Incentive Plan Strategies</b></u> </td> </tr> <tr> <td valign="top"> 1. Minimize territory size impact<br /> 2. Encourage tenure<br /> 3. Support sales excellence<br /> 4. Support achievement expectation<br /> 5. Control costs<br /> 6. Every sale counts<br /> 7. Encourage team sales<br /> 8. Support profitability<br /> 9. Minimize sales discounting<br /> 10.Improve margins<br /> 11.Optional profit<br /> 12.Link volume to profit<br /> 13.Affordability<br /> 14.Target account emphasis<br /> 15.Seek new accounts<br /> 16.Local national account support<br /> 17.Select product emphasis<br /> 18.Drive new products<br /> 19.Sell complete line<br /> 20.Prioritize sales time<br /> 21.Attention to building business<br /> 22.Support building business<br /> 23.Encourage planning<br /> 24.Balance sales activities<br /> 25.High pay to super stars<br /> 26.Support profitable margins<br /> 27.Control costs of building new business<br /> 28.Account profit targeting<br /> 29.High pay for complete job<br /> 30.Include teamwork and national account support<br /> 31.Profitable market penetration<br /> </td> <td valign="top"> 32.Optimize profitable sales<br /> 33.Overcome weak new product goal quality<br /> 34.Encourage profitable follow-on sales<br /> 35.Control costs efficiently<br /> 36.Optimize sales time<br /> 37.Professionalize sales activity<br /> 38.Control and delegate expenditure of sales time<br /> 39.Encourage proactive sales effort<br /> 40.Field management control support<br /> 41.Support efficient and effective growth<br /> 42.Detail profit growth and business building<br /> 43.Support complex sales activity<br /> 44.Balance existing and new business<br /> 45.Optimize profitable sales time<br /> 46.Affordability control of a focused sales effort<br /> 47.Support total marketing program<br /> 48.Support profitable region growth<br /> 49.Balance multiple sales objectives and profit<br /> 50.Multiple sales goals including targeted profit<br /> 51.Complex measures to support total sales job<br /> 52.Control affordability of high opportunity<br /> 53.Seasoned large sales job rewards<br /> 54.Control and reward prioritized sales efforts </td> </tr> <tr> <td colspan="2" align="center"> &nbsp; </td> </tr> <tr> <td colspan="2" valign="bottom"> <img src="images/DadPhoto.jpg" /> GARY A. SCHROEDER<br /> Gary Schroeder is a prominent sales compensation consultant with 30 years of experience dealing with most US industries. He has been an instructor for WorldatWork and has taught adult education programs for Michigan State U, the American Management Association, and SHRM. He has an MBA from North Texas State University and a Bachelor in Electrical Engineering degree from University of Florida. Prior to starting Schroeder Associates in 1982, specializing in sales compensation, he held positions of Sales Compensation Consultant with Hay Associates, VP Marketing and Sales for a new venture firm, and Product Manager with Texas Instruments. </td> </tr> <tr> <td colspan="2" align="center"> <u>Sales Compensation Clients Have Included</u> </td> </tr> <tr> <td colspan="2" align="center"> <table width="100%" style="font-size: x-small"> <tr> <td valign="top" style="width: 33%"> Comcast &#8211; Customer Service<br /> Comcast Cable Advertising<br /> Swiss Bank<br /> Safecard<br /> First National Bank<br /> Liberty Insurance<br /> Blue Cross/Blue Shield<br /> Belden Wire and Cable<br /> TSS (Division of IBM)<br /> Kodak Imaging Business<br /> Hadco<br /> Norelco Keebler Kraft<br /> Isotoner Gloves Abex<br /> Harris Specialty Chemicals<br /> Bil Mar<br /> Amity Leather<br /> Weil-Mclain<br /> Philips Lighting Company<br /> Safeguard<br /> PYA/Monarch<br /> Campbell Soup<br /> Philips<br /> CP<br /> Uniforms to You<br /> </td> <td valign="top"> Perrigo Tommy Armour Golf<br /> Philips Consumer Electronics Center for Professional Development<br /> Sears<br /> Wilson Sporting Goods<br /> Agfa<br /> Follett Software<br /> D&B Software<br /> Harris Electronics<br /> Motorola Platform Software<br /> Motorola Cellular Telephone<br /> Philips Advance Transformer<br /> Bayer Pharmaceuticals<br /> Bayer Consumer Products<br /> Haarmann and Reimer<br /> Technicon<br /> Bayer Diagnostics<br /> Squibb Pharmaceuticals<br /> Bayer Dental Products<br /> Abbott Labs<br /> Wyeth-Ayerst<br /> Castrol<br /> HDL<br /> </td> <td valign="top" style="width: 33%"> Bucyrus Erie<br /> Qwest &#8211; Customer Service<br /> Alcatel Cable Telecommunications<br /> BerkTek Celwave<br /> Cablewave<br /> Sara Lee<br /> Pierce Foods<br /> Armour-Swift-Eckrich-Foodbrands America<br /> Philips Broadband Systems<br /> Philips Components<br /> Lexington Furniture<br /> Pall Aerospace<br /> Dollar Rent A Car<br /> Guilford Mills<br /> ICI<br /> Philips Medical Electronics<br /> McDonnell Douglas<br /> Champion<br /> PAR<br /> Syngenta<br /> Schawk<br /> Dow Corning<br /> BP<br /> </td> </tr> </table> </td> </tr> </table> </div> </td> <td width="24%" valign="top"> <table border="1" cellpadding="0" cellspacing="0" bordercolor="8c0000"> <tr> <td> <table width="180" height="644" border="0" align="center" cellpadding="4" cellspacing="0" bordercolor="8c0000" background="images/detail_link_bkgnd.gif"> <tr> <td height="112" valign="top"> <div align="center"> <p align="center"> <font color="8C0000" size="4" face="Courier New, Courier, mono">30 years experience in one anthology</p> <hr color="#8C0000" width="80%"> </div> </td> </tr> <tr> <td valign="top"> <ul> <li> <div align="center"> <div align="left"> <a href="index_old.htm"><font color="8c0000">Homepage</font></a><br> <br> </div> </div> </li> <li><font color="8c0000"><a href="projects.htm">Projects</a></font></li> <br> <br> <li><font color="8c0000"><a href="experience.htm">Experience</a><br> </font> <br> </li> <li><font color="8c0000"><a href="strategies.htm">Strategies</a><br> <br> </font></li> <li><font color="8c0000"><a href="contact.htm">Contact Gary</a></font></li> </ul> <hr color="8C0000" width="80%"> <p> &nbsp;</p> </td> </tr> <tr> <td> &nbsp; </td> </tr> <tr> <td> &nbsp; </td> </tr> </table> </td> </tr> </table> </td> </tr> </table> </td> </tr> <tr> <td colspan="2" style="color: #8c0000; font-size: x-small;"> *For purchasers of this anthology, Gary Schroeder will make every reasonable attempt to personally respond to questions concerning the application of the examples given in this anthology. Fees may apply to cases where Mr. Schroeder s consulting services are required, or where advanced support for the anthology is requested. </td> </tr> </table> </div> </td> </tr> </table> <table id="tblExamples" width="100%" border="0" bgcolor="Transparent" style="position: absolute; top: 80px; left: 50px; z-index: 1000; height: 100%; display: none;"> <tr> <td> <div align="center"> <table width="800" border="0" bgcolor="White"> <tr> <td colspan="2" align="left" style="color: 8c0000; font-size: Medium;"> <span onclick="ShowExample1();" style="cursor: pointer; font-weight: bold;"><u>View Example 1</u></span>&nbsp;&nbsp;|&nbsp;&nbsp;<span onclick="ShowExample2();" style="cursor: pointer; font-weight: bold;"><u>View Example 2</u></span>&nbsp;&nbsp;|&nbsp;&nbsp;<span onclick="ShowExample3();" style="cursor: pointer; font-weight: bold;"><u>View Example 3</u></span>&nbsp;&nbsp;|&nbsp;&nbsp; <span onclick="ShowAnthologyContents();" style="cursor: pointer; font-weight: bold;"> <u>View Anthology Contents</u></span>&nbsp;&nbsp;|&nbsp;&nbsp;<span onclick="HideExamples();" style="cursor: pointer; font-weight: bold;"> <u>Close Example View</u></span> </td> </tr> <tr> <td width="50px"> </td> <td align="left" id="tdViewAnthologyExample"> <img src="images/Example1.jpg" /> </td> </tr> </table> </div> </td> </tr> </table> </body> </html>