000			03558nam a2200433 a 4500
001			vtls000078453
003			MTX
008			160715719 001 0 eng d
020			_a0814432271 : _USD34.95
020			_a9780814432273 : _USD34.95
020			_a9780814432280 : _USD34.95
039		9	_a201607151204 _bstaff _c201606141511 _dstaff _y201605041215 _zadmin
041	0		_aeng
050			_aHF5439.7
082			_a658.8/1
099			_aEbook
100	1		_aDonnolo, Mark.. _9113966
245			_aWhat your CEO needs to know about sales compensation : _bconnecting the corner office to the front line/ _h[electronic resource] / _cMark Donnolo.
260			_bAmerican Management Association, _c2013.
300			_a288 p.
505	0		_gChapter, Lesson, Part _tIntroduction.
505	0		_gChapter, Lesson, Part _tChapter 1: Your Revenue Roadmap: Driving Your Sales Strategy with Sales Compensation.
505	0		_gChapter, Lesson, Part _tChapter 2: Lapdogs, Dobermans, and Retrievers: Motivating the Breed that You Need.
505	0		_gChapter, Lesson, Part _tChapter 3: The Reverse Robin Hood Principle: Differentiating Top Performers.
505	0		_gChapter, Lesson, Part _tChapter 4: Performance Metrics: Measure Twice, Pay Once.
505	0		_gChapter, Lesson, Part _tChapter 5: Big Deals: Aligning and Motivating Strategic Account Sales.
505	0		_gChapter, Lesson, Part _tChapter 6: A Quota Quandary: Setting Equitable and Profitable Sales Goals.
505	0		_gChapter, Lesson, Part _tChapter 7: Managing Sales Management: Understanding Roles and Rewards.
505	0		_gChapter, Lesson, Part _tChapter 8: Making Change: Communicating and Implementing the Sales Compensation Plan.
505	0		_gChapter, Lesson, Part _tChapter 9: The Role of the C-Level: Getting Involved in the Right Way.
505	0		_gChapter, Lesson, Part _tChapter 10: Your Strategic Sales Compensation Report Card: Grading Your Plan and Taking Action.
505	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--
520			_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.
650		0	_aSales Personnel _944956
650		0	_aSalaries, etc. _9113967
856	4	0	_uhttp://portal.igpublish.com/iglibrary/search/AMAB0000784.html
942			_c10
999			_c75017 _d75017