What Your CEO Needs to Know about Sales Compensation - by Mark Donnolo (Paperback)

About the Book

Put simply: money motivates. Yet most senior executives fail to see the big picture--and the strategic power of incentives. Learn how to evaluate and improve your sales incentive plan and help your organization reach its ultimate goals.

Book Synopsis

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:

• Insight
• Sales Strategy
• Customer Coverage
• Enablement

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.

From the Back Cover

"You cannot afford to overpay or underpay salespeople. Mark Donnolo knows the strategies and the formulas that work. "What Your CEO Needs to Know About Sales Compensation" will align the C-level and the front line, the compensation and the strategy, and help enhance the profit, the morale, the retention, and the growth of your company. It will also balance the power between salespeople and the rest of the company. This book is a MUST read, MUST do!" -- Jeffrey Gitomer, author of "The Little Book of Leadership" and "The Little Red Book of Selling " "Executives can miss the reality that, at the end of the day, the sales force is their biggest growth engine and a very valuable asset to the company. This book is very important because it shines a light on the strategic connection to sales compensation and starting the conversation for senior leaders." -- Jeff Connor, Chief Growth Officer, ARAMARK Global Food, Hospitality and Facility Services ""What Your CEO Needs to Know About Sales Compensation" offers practical, high-impact advice on constructing effective sales compensation plans. In addition to his own analysis of the subject, Mark Donnolo also includes thoughts and stories from executives in high performing sales organizations on the sales compensation challenges they've encountered over the years, sharing what they've learned and how they've crafted successful sales compensation plans that make a substantial impact. If you buy only one book on this subject, this should be the one!" -- Stephen J. Bistritz, Ed.D., coauthor, "Selling to the C-Suite" "Talk about timely! The Big Data explosion has the executive suite more interested in sales effectiveness than ever before. Mark Donnolo has done a wonderful job tying all the pieces together in a very readable format. Too often the C-Suite's answer to sales challenges is changing sales compensation mechanics. "What Your CEO Needs to Know About Sales Compensation" does a great job explaining the sales compensation continu-um's interdependencies. Most senior leaders do not appreciate that solving one aspect of the continuum is not the right answer. As Mark explains, there are over a dozen variables that must be interconnected for a successful sales compensation plan." -- Ian Levine, Senior Vice President, Sales Strategy & Operations, Iron Mountain

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.