03530nam a2200421 a 4500001001400000003000400014008004100018020002600059020002900085020002900114039006600143041000800209050001300217082001200230099001000242100002800252245014800280260004400428300001100472505004100483505011300524505011000637505010400747505008400851505009800935505010201033505009801135505011301233505009801346505012301444505028401567520111301851650002702964650002702991856006603018942000703084999001703091vtls000078453MTX160715719                  001 0   eng d  a0814432271 :USD34.95  a9780814432273 :USD34.95  a9780814432280 :USD34.95 9a201607151204bstaffc201606141511dstaffy201605041215zadmin0 aeng  aHF5439.7  a658.8/1  aEbook1 aDonnolo, Mark..9113966  aWhat your CEO needs to know about sales compensation :bconnecting the corner office to the front line/h[electronic resource] /cMark Donnolo.  bAmerican Management Association,c2013.  a288 p.0 gChapter, Lesson, ParttIntroduction.0 gChapter, Lesson, ParttChapter 1: Your Revenue Roadmap: Driving Your Sales Strategy with Sales Compensation.0 gChapter, Lesson, ParttChapter 2: Lapdogs, Dobermans, and Retrievers: Motivating the Breed that You Need.0 gChapter, Lesson, ParttChapter 3: The Reverse Robin Hood Principle: Differentiating Top Performers.0 gChapter, Lesson, ParttChapter 4: Performance Metrics: Measure Twice, Pay Once.0 gChapter, Lesson, ParttChapter 5: Big Deals: Aligning and Motivating Strategic Account Sales.0 gChapter, Lesson, ParttChapter 6: A Quota Quandary: Setting Equitable and Profitable Sales Goals.0 gChapter, Lesson, ParttChapter 7: Managing Sales Management: Understanding Roles and Rewards.0 gChapter, Lesson, ParttChapter 8: Making Change: Communicating and Implementing the Sales Compensation Plan.0 gChapter, Lesson, ParttChapter 9: The Role of the C-Level: Getting Involved in the Right Way.0 gChapter, Lesson, ParttChapter 10: Your Strategic Sales Compensation Report Card: Grading Your Plan and Taking Action.0 aCover, 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--  aThe 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. 0aSales Personnel944956 0aSalaries, etc.911396740uhttp://portal.igpublish.com/iglibrary/search/AMAB0000784.html  c10  c75017d75017