What Your CEO Needs to Know About Sales Compensation

Connecting the Corner Office to the Front Line

 What Your CEO Needs to Know About Sales Compensation

Author: Mark Donnolo
Pub Date: January 2013
Print Edition: $29.95
Print ISBN: 9780814437551
Page Count: 288
Format: Paper or Softback
e-Book ISBN: 9780814432280

Buy the book:

Buy the book thru Barnes and Noble. Buy the book thru AMAZON. Buy the book thru indiebound. Buy the eBook.
See other vendors.


Addressing sales compensation challenges from the most critical vantage point…the C-suite.

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.

About the Author

MARK DONNOLO has worked as a leading sales effectiveness consultant for more than 25 years, helping Fortune 1000 companies including UPS, LexisNexis, Office Depot, AT&T, and KPMG. He is managing partner of SalesGlobe, a leading sales effectiveness consulting firm, and a founder of SalesGlobe Forum.

Search the full text of this book


Order Now!

For single copy purchases of any AMACOM title, you can connect directly to the online retailer of your choice, from the list below, to buy the title you have selected. Most of our links will take you directly to that title on the site, making your shopping experience easier. You can also visit your local retailer, and if the book is not on their shelves they can special order it for you.

Retailers: Please contact us to change or add a listing.

Buying in Bulk?

We have very competitive discounts starting at 5 copies, as well as personal service, for bulk orders. Simply contact our Special Sales Department. Call 800-250-5308 or 212-903-8420 and ask for Special Sales. You can also email: SpecSlsWeb@amanet.org