What Your CEO Needs to Know About Sales Compensation: Summary Review

This is a summary review of What Your CEO Needs to Know About Sales Compensation containing key details about the book.

What is What Your CEO Needs to Know About Sales Compensation About?

"What Your CEO Needs to Know About Sales Compensation" is a book that provides insights and strategies for CEOs to effectively design and manage sales compensation plans for their organizations.

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What Your CEO Needs to Know about Sales Compensation features 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.

Summary Points & Takeaways from What Your CEO Needs to Know About Sales Compensation

Some key summary points and takeaways from the book includes:

* The author provides an overview of the sales compensation landscape, and offers a comprehensive review of the latest research and best practices in the field.

* Cichelli covers the importance of aligning sales compensation plans with business goals and strategies, and provides tips for ensuring that compensation plans support the achievement of desired results.

* The book provides an exploration of the role of sales incentives and rewards, and offers strategies for using these tools effectively to motivate and retain top sales performers.

* Cichelli also explores the complexities of sales quota setting and management, and provides insights and guidance on how to effectively manage sales performance and results.

* "What Your CEO Needs to Know About Sales Compensation" covers the role of technology in sales compensation, and provides guidance on using software and analytics to manage and measure sales performance.

* The author also provides advice on dealing with the challenges of sales compensation, including sales force turnover, quota attainment, and commission disputes.

* The book concludes by emphasizing the importance of continuous improvement and adaptation, and provides a roadmap for developing and maintaining a sales compensation plan that is effective, fair, and competitive.

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Who is the author of What Your CEO Needs to Know About Sales Compensation?

Mark Donnolo is a founder and managing partner of SalesGlobe, a sales effectiveness consulting firm that works with major sales organizations on sales strategies to grow revenue.

Book Details

  • Print length: 288 pages
  • Genre: Business

What Your CEO Needs to Know About Sales Compensation Chapters

Chapter 1:Your Revenue Roadmap: Driving Your Sales Strategy with Sales Compensation
Chapter 2:Lapdogs, Dobermans, and Retrievers: Motivating the Breed that You Need
Chapter 3:The Reverse Robin Hood Principle: Differentiating Top Performers
Chapter 4:Performance Metrics: Measure Twice, Pay Once
Chapter 5:Big Deals: Aligning and Motivating Strategic Account Sales
Chapter 6:A Quota Quandary: Setting Equitable and Profitable Sales Goals
Chapter 7:Managing Sales Management: Understanding Roles and Rewards
Chapter 8:Making Change: Communicating and Implementing the Sales Compensation Plan
Chapter 9:The Role of the C-Level: Getting Involved in the Right Way
Chapter 10:Your Strategic Sales Compensation Report Card: Grading Your Plan and Taking Action

* The editor of this summary review made every effort to maintain information accuracy, including any published quotes, chapters, or takeaways. If you're interested in enhancing your personal growth, I suggest checking out my list of favorite self-development books. These books have been instrumental in my own personal development and I'm confident they can help you too.

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Chief Editor

Tal Gur is an author, founder, and impact-driven entrepreneur at heart. After trading his daily grind for a life of his own daring design, he spent a decade pursuing 100 major life goals around the globe. His journey and most recent book, The Art of Fully Living, has led him to found Elevate Society.

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