Donnolo Mark What Your CEO Needs to Know about Sales Compensation: Connecting the Corner Office to the Front Office 9780814437551

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Автор: Donnolo Mark
Название: What Your CEO Needs to Know about Sales Compensation: Connecting the Corner Office to the Front Office
ISBN: 9780814437551
Издательство: McGraw-Hill
Классификация:

Стратегическое планирование

Управление продажами и маркетингом

ISBN-10: 0814437559
Обложка/Формат: Paperback
Страницы: 288
Вес: 0.42 кг.
Дата издания: 09.01.2013
Язык: English
Иллюстрации: Black & white illustrations
Размер: 155 x 229 x 23
Читательская аудитория: General (us: trade)
Подзаголовок: Connecting the corner office to the front line
Рейтинг:
Поставляется из: Англии
Описание: 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.

What Your CEO Needs to Know about Sales Compensation: Connecting the Corner Office to the Front Office, Donnolo Mark