What Your CEO Needs to Know About Sales Compensation by Mark Donnolo
Estimated delivery 3-12 business days
Format Paperback
Condition Brand New
Description Put simply: money motivates. Yet most senior executives fail to see the big picture--and the strategic power of incentives. Learn how to evaluate and improve your sales incentive plan and help your organization reach its ultimate goals.
Publisher Description
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:InsightSales StrategyCustomer CoverageEnablementBy 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.
Author Biography
Mark Donnolo is a managing partner of SalesGlobe and founder of the SalesGlobe Forum. He has over 25 years of experience as a leading sales effectiveness consultant with companies such as IBM, Office Depot, LexisNexis, Comcast, KPMG, Iron Mountain, ATT, and Accenture.
Details ISBN 0814437559 ISBN-13 9780814437551 Title What Your CEO Needs to Know About Sales Compensation Author Mark Donnolo Format Paperback Year 2018 Pages 288 Publisher HarperCollins Focus GE_Item_ID:158709283; About Us
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