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What Your CEO Needs to Know About Sales Compensation: Connecting the Corner Office to the Front Line
By Mark Donnolo
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About this ebook
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.
LanguageEnglish
PublisherThomas Nelson
Release dateJan 15, 2013
ISBN9780814432280
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Author
Mark Donnolo
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.
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