David Cichelli
Senior Vice President
The Alexander Group

David Cichelli brings practical, real world experience to presenting best practices in sales compensation design in Compensating the Sales Force.

Sales compensation is a mission critical pay system for any company. Correctly aligning the sales personnel pay with company objectives provides a "win-win" outcome for both sellers and the company.

Shattering the assumption that superior sales compensation design is an "art" or unique to a particular company, Compensating the Sales Force provides a structured and analytical approach to developing and managing sales compensation plans. No sales leader, CEO, CFO or HR executive should be without this book.

Two primary highlights of the book include 1) a comprehensive listing of incentive compensation design types, and 2) an in-depth chapter on calculating payout schedules.

Cichelli is a nationally recognized expert in sales effectiveness issues and sales compensation design and management.

Christopher W. Cabrera
Founder, President and Chief Executive Officer
Xactly Corporation

Christopher W. Cabrera, Xactly Corporation (www.xactlycorp.com) founder, president and CEO, is a seasoned executive with over two decades of successful senior management experience at both early-stage and public companies. At these he has managed sales, marketing, operations, and business development.

Mr. Cabrera is a noted industry expert in issues relating to sales performance management, sales compensation, enterprise and on-demand delivery models, and co-author of the Wiley Publishing book Xactly Sales Compensation for Dummies. He is also a contributing writer to such industry publications as Destinationcrm.com, Crmguru.com, Crmbuyer.com and the Sarbanes-Oxley Compliance Journal. Mr. Cabrera speaks frequently at leading industry forums and events, such as Salesforce.com's Dreamforce end user and developer conference and the Software Information Industry Association's OnDemand Conference, SaaScon and Software 2007.