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What Your CEO Needs to Know About Sales Compensation
Book

What Your CEO Needs to Know About Sales Compensation

Connecting the Corner Office to the Front Line

Mark Donnolo
AMACOM, 2013

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Editorial Rating

7

Qualities

  • Applicable

Recommendation

Designing and implementing a compensation plan for your sales reps can be tricky. Handle sales remuneration right, and dozens of reps can earn big money selling your products and services in volume; handle it wrong, and you reward poor sales performers while driving top salespeople out of the company. A fine line separates these two dramatically different outcomes. Sales effectiveness consultant Mark Donnolo offers the best practices in sales compensation planning and program implementation. His explanations are detailed and thorough, though those who seek a straight, linear sales management compensation game plan may find his descriptions occasionally convoluted. getAbstract recommends this informative book to all CEOs and sales executives whose success depends on motivating their salespeople.

Take-Aways

  • The success of any sales organization depends on its sales compensation plan. Compensation should never set strategy; instead, strategy should set compensation.
  • Solid compensation plans motivate sales representatives, increase sales, align with strategy and reward top performers.
  • Measuring salespeople’s performance motivates them to attain sales goals.

About the Author

Mark Donnolo, managing partner of the consulting firm SalesGlobe, founded SalesGlobe Forum, a sales leadership community.

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