Author Name: Christopher Goff
Starting Simple: Finding Fairness is designed for executives, human resources leaders, and sales managers who are looking for solid guidance on the process of institutionalizing fairness for their sales population.
In this book you'll find:
- Definitions of fairness, equality, and equity as they relate to a sales compensation program.
- Direction on how to build a sales culture built foundationally on fairness, with the help of a step-by-step checklist.
- Explanations of how bias can influence how you hire, pay, and promote.
- Strategies for identifying sources of inequities that need to be addressed.
- Guidance on creating an equitable distribution of opportunity, setting quotas, and assigning territories.
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