What Your CEO Needs to Know about Sales Compensation: Connecting the Corner Office to the Front Office
By: Mark Donnolo
Stock No: WW437555
What Your CEO Needs to Know about Sales Compensation: Connecting the Corner Office to the Front Office - By: Mark Donnolo

What Your CEO Needs to Know about Sales Compensation: Connecting the Corner Office to the Front Office

By: Mark Donnolo
Thomas Nelson / 2013 / Paperback
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Product Information

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Title: What Your CEO Needs to Know about Sales Compensation: Connecting the Corner Office to the Front Office
By: Mark Donnolo
Format: Paperback
Number of Pages: 288
Vendor: Thomas Nelson
Publication Date: 2013
Dimensions: 9.02 X 5.98 X 0.61 (inches)
Weight: 14 ounces
ISBN: 0814437559
ISBN-13: 9780814437551
Stock No: WW437555

Publisher's Description

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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.

Author Bio

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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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