Book description
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.Table of contents
- Cover
- Half title
- Title
- Copyright
- Contents
- Acknowledgements
- Introduction
- Chapter 1 Your Revenue Roadmap: Driving Your Sales Strategy with Sales Compensation
- Chapter 2 Lapdogs, Dobermans, and Retrievers: Motivating the Breed that You Need
- Chapter 3 The Reverse Robin Hood Principle: Differentiating Top Performers
- Chapter 4 Performance Metrics: Measure Twice, Pay Once
- Chapter 5 Big Deals: Aligning and Motivating Strategic Account Sales
- Chapter 6 A Quota Quandary: Setting Equitable and Profitable Sales Goals
- Chapter 7 Managing Sales Management: Understanding Roles and Rewards
- Chapter 8 Making Change: Communicating and Implementing the Sales Compensation Plan
- Chapter 9 The Role of the C-Level: Getting Involved in the Right Way
- Chapter 10 Your Strategic Sales Compensation Report Card: Grading Your Plan and Taking Action
- Glossary
- Index
Product information
- Title: What Your CEO Needs to Know About Sales Compensation
- Author(s):
- Release date: March 2013
- Publisher(s): AMACOM
- ISBN: 9780814432280
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