The What Your CEO Needs to Know about Sales Compensation

<p><strong>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.</strong></p><p>Featuring real lessons from the field and valuable thought models <em>What Your CEO Needs to Know About Sales Compensation</em> 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.</p><p>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: </p><ul><li>Insight</li><li>Sales Strategy</li><li>Customer Coverage</li><li>Enablement</li></ul><p>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.</p>