What Your CEO Needs to Know About Sales Compensation
Connecting the Corner Office to the Front Line
Author: Mark Donnolo
Pub Date: January 2013
Print Edition: $39.95
Print ISBN: 9780814437957
Page Count: 288
e-Book ISBN: 9780814432280
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Nothing guides and motivates your organization’s sales force more than your sales compensation plan. It has more direct and resounding impact than any leadership message, training program, or strategy you can devise, and directly impacts the bottom line performance of your entire business. Yet most senior executives fail to see the big picture, missing their chance to properly align sales strategy with organizational goals…and most likely wasting money, resources, and effort.
Casting a spotlight on how leaders at all levels can leverage the strategic power of incentives, What Your CEO Needs to Know About Sales Compensation shares stories from top executives in leading companies, helping you ask the big questions, such as: How do our sales roles support our goals? How does sales compensation align with the strategy and sales process? Rather than starting with commissions, then figuring out how much to alter payouts to save money or drive behavior in a different direction, this book provides a critical framework based on author Mark Donnolo’s decades of work with hundreds of high-performing sales organizations. The Revenue Roadmap identifies four major competency areas that must connect for your organization to grow profitably:
Understand the needs and expectations of your customers, your competitors, the macro market, and your own historic and projected revenue and profit performance to identify how you can use your compensation program to improve value proposition, sales coverage, and the sales process.
Define your sales organization’s action plan, including product and service focus, concentration on certain markets, value propositions, and your resulting approach to market.
Identify how your organization will use its channels, define sales and support roles, design sales processes, and deploy its resources to go to market.
Align your sellers to sales strategy using incentive compensation and quotas, while considering recruiting and retention, training and development, and the tools and technology your organization needs to implement the strategic decisions you’ve made. Containing an Interactive Report Card for grading your current compensation plan, this book provides you with the tools and insight you need to use the strategic power of incentives to reach the ultimate goals of your organization.
MARK DONNOLO has worked as a leading sales effectiveness consultant for more than 25 years, helping many Global 2000 companies, including Accenture, Bank of America, IBM, Johnson & Johnson, LexisNexis, Office Depot, Orange, Salesforce.com, Sprint, UPS, and Verizon. He is managing partner of SalesGlobe, a leading sales effectiveness consulting firm, and is a founder of the SalesGlobe Forum, a sales leadership community teamed with top business schools. He lives in Atlanta, Georgia.
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