What your CEO needs to know about sales compensation : connecting the corner office to the front line/ [electronic resource] /
Mark Donnolo.
- American Management Association, 2013.
- 288 p.
Introduction. Chapter, Lesson, Part Chapter 1: Your Revenue Roadmap: Driving Your Sales Strategy with Sales Compensation. Chapter, Lesson, Part Chapter 2: Lapdogs, Dobermans, and Retrievers: Motivating the Breed that You Need. Chapter, Lesson, Part Chapter 3: The Reverse Robin Hood Principle: Differentiating Top Performers. Chapter, Lesson, Part Chapter 4: Performance Metrics: Measure Twice, Pay Once. Chapter, Lesson, Part Chapter 5: Big Deals: Aligning and Motivating Strategic Account Sales. Chapter, Lesson, Part Chapter 6: A Quota Quandary: Setting Equitable and Profitable Sales Goals. Chapter, Lesson, Part Chapter 7: Managing Sales Management: Understanding Roles and Rewards. Chapter, Lesson, Part Chapter 8: Making Change: Communicating and Implementing the Sales Compensation Plan. Chapter, Lesson, Part Chapter 9: The Role of the C-Level: Getting Involved in the Right Way. Chapter, Lesson, Part Chapter 10: Your Strategic Sales Compensation Report Card: Grading Your Plan and Taking Action. Chapter, Lesson, Part Cover, Title,What your CEO needs to know about sales compensation : connecting the corner office to the front line--Preface, Introduction, TOC,Contents--References, Appendix, Index,Glossary of Terms--References, Appendix, Index,Index--Preface, Introduction, TOC,Acknowledgments--
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. Yet most senior executives fail to see the big picture, leading to fundamental misalignments between sales strategy and organizational goals. Featuring insightful interviews with Fortune 1000 C-level executives and real lessons from the field, this essential book reveals the tough questions leaders should be asking about how sales incentives drive the business. It provides valuable thought models and a Revenue Roadmap identifying the four major competency areas and 16 related disciplines that must connect for an organization to grow profitably. Last but not least, readers will find an interactive report card they can use to grade their own compensation plans. Sales compensation powers the performance of the entire business. "What Your CEO Needs to Know about Sales Compensation" casts a spotlight on how leaders at all levels can leverage the strategic power of incentives to reach the ultimate goals of their organization.