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Product Identifiers
PublisherAmacom
ISBN-100814437559
ISBN-139780814437551
eBay Product ID (ePID)220464309
Product Key Features
Book TitleWhat Your CEO Needs to Know about Sales Compensation : Connecting the Corner Office to the Front Line
Number of Pages288 Pages
LanguageEnglish
TopicSales & Selling / Management
Publication Year2013
GenreBusiness & Economics
AuthorMark Donnolo
FormatTrade Paperback
Dimensions
Item Height0.5 in
Item Weight16.4 Oz
Item Length10 in
Item Width8 in
Additional Product Features
Intended AudienceTrade
Dewey Edition23
Number of Volumes1 vol.
Dewey Decimal658.8/1
Edition DescriptionSpecial
SynopsisPut 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., In this insightful book about how sales incentives drive business, Mark Donnolo applies years of firsthand knowledge as a leading sales effectiveness 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 readers 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. 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., 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.
