What your CEO needs to know about sales compensation : connecting the corner office to the front line /

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

Bibliographic Details
Call Number:Libro Electrónico
Main Author: Donnolo, Mark (Author)
Format: Electronic eBook
Language:Inglés
Published: New York : AMACOM American Management Association, [2013]
Subjects:
Sales personnel > Salaries, etc.
Compensation management.
Incentives in industry.
Sales management.
Salaires > Vendeurs.
Salaires > Gestion.
Ventes > Gestion.
BUSINESS & ECONOMICS > Sales & Selling > Management.
Compensation management
Incentives in industry
Sales management
Online Access:Texto completo (Requiere registro previo con correo institucional)
Table of Contents:
  • Your revenue roadmap : driving your sales strategy with sales compensation
  • Lapdogs, dobermans, and retrievers : motivating the breed that you need
  • The reverse Robin Hood principle : differentiating top performers
  • Performances metrics : measure twice, pay once
  • Big deals : aligning and motivating strategic account sales
  • A quota quandary : setting equitable and profitable sales goals
  • Managing sales management : understanding roles and rewards
  • Making change : communicating and implementing the sales compensation plan
  • The role of the C-level : getting involved in the right way
  • Your strategic sales compensation report card : grading your plan and taking action.

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