What Your CEO Needs to Know About Sales Compensation
eBook - ePub

What Your CEO Needs to Know About Sales Compensation

Connecting the Corner Office to the Front Line

  1. 288 pages
  2. English
  3. ePUB (mobile friendly)
  4. Available on iOS & Android
eBook - ePub

What Your CEO Needs to Know About Sales Compensation

Connecting the Corner Office to the Front Line

About this book

Mark Donnolo applies years of firsthand knowledge as a leading sales consultant for Fortune 500 companies to address the tough questions leaders should be asking.

Featuring real lessons from the field and valuable thought models, What Your CEO Needs to Know About Sales Compensation enlightens you about how miscomprehension at the higher levels leads to fundamental misalignments between sales strategy and organizational goals. Insights from C-level executives showcase that the way a company designs its sales compensation program has a greater impact on behavior and results than any sales training, sales management method, or leadership message.

Most tangibly, the book’s expert Revenue Roadmap identifies the four major competency areas and sixteen related disciplines that must connect for an organization to grow profitably:

  • Insight
  • Sales Strategy
  • Customer Coverage
  • Enablement

By striking a happy balance between overcompensation and under compensation, your sales plan will gain the momentum needed to power the performance of the entire business.

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Information

Publisher
AMACOM
Year
2013
Topic
Business
eBook ISBN
9780814432280
Subtopic
Organisational Development
Index
Business

Table of contents

  1. Cover Page
  2. Title Page
  3. Copyright Page
  4. Contents
  5. Acknowledgements
  6. Introduction
  7. Chapter 1 Your Revenue Roadmap: Driving Your Sales Strategy with Sales Compensation
  8. Chapter 2 Lapdogs, Dobermans, and Retrievers: Motivating the Breed that You Need
  9. Chapter 3 The Reverse Robin Hood Principle: Differentiating Top Performers
  10. Chapter 4 Performance Metrics: Measure Twice, Pay Once
  11. Chapter 5 Big Deals: Aligning and Motivating Strategic Account Sales
  12. Chapter 6 A Quota Quandary: Setting Equitable and Profitable Sales Goals
  13. Chapter 7 Managing Sales Management: Understanding Roles and Rewards
  14. Chapter 8 Making Change: Communicating and Implementing the Sales Compensation Plan
  15. Chapter 9 The Role of the C-Level: Getting Involved in the Right Way
  16. Chapter 10 Your Strategic Sales Compensation Report Card: Grading Your Plan and Taking Action
  17. Glossary
  18. Index

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Yes, you can access What Your CEO Needs to Know About Sales Compensation by Mark Donnolo in PDF and/or ePUB format, as well as other popular books in Business & Organisational Development. We have over 1.5 million books available in our catalogue for you to explore.