What Your CEO Needs to Know About Sales Compensation e-bog
25,00 DKK
(inkl. moms 31,25 DKK)
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 str...
E-bog
25,00 DKK
Forlag
AMACOM
Udgivet
15 januar 2013
Længde
288 sider
Genrer
Sales and marketing management
Sprog
English
Format
pdf
Beskyttelse
LCP
ISBN
9780814432280
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:InsightSales StrategyCustomer CoverageEnablementBy 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.