What Your CEO Needs to Know About Sales Compensation

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		What Your CEO Needs to Know About Sales Compensation
		What Your CEO Needs to Know About Sales Compensation

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.

网友对What Your CEO Needs to Know About Sales Compensation的评论

Critical book to anyone trying to improve sales performance. Without support from the C-Suite, you won't spend the time leveraging the investment in commissions. This book does a great job of laying out how to communicate the plans, payouts, and perks for the sales team so that you can get buy-off from the boss. It ALSO helps remind you when NOT to include the CEO - they don't need to be involved in every data point.

This is a very approachable book - well positioned to the business reader, without the need for a PhD in mathematical analysis.

"Nothing happens until somebody sells something". This is simply the best and most comprehensive book that has been written on the essential matter of Sales Compensation. This is not a book about "commissions" per se; it is a serious examination of the tight correlation between the design and execution of a Company's Sales Compensation Plan and its Business Results. Donnolo makes the case that parking Sales Compensation with the bean counters and treating it as an expense is ultimately counter-productive. Rather, Sales Compensation is a CEO issue, an EPS issue, a Shareholder issue. Highly recommended.

If a CEO wants to increase the sales of their company and improve the overall profitability then they need to read this book. A great book for a CEO to understand the motivation of a sales organization as well making sure there alignment between corporate goals and objectives and the sales organization. There is a lot of really good information in this book.

Sales compensation is one of the most overlooked tools in the revenue generating toolbox and is generally sub optimizied. What Your CEO Needs to Know About Sales Compensation drives the critical linkage between the C-suite and the program dynamics. A must read.

Very helpful for anyone designing sales comp plans. Many good scenarios and test cases to help in avoiding costly mistakes.

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