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What your CEO needs to know about sales compensation : connecting the corner office to the front line
Author
Title
What your CEO needs to know about sales compensation : connecting the corner office to the front line / Mark Donnolo.
ISBN
9780814432280
081443228X
9781283915656
1283915650
9780814432273
0814432271
Published
New York : American Management Association, ©2013.
Physical Description
1 online resource (xiii, 272 pages) : illustrations
Local Notes
Access is available to the Yale community.
Notes
Includes index.
Access and use
Access restricted by licensing agreement.
Summary
Addressing sales compensation challenges from the most critical vantage point ... the C-suite.
Variant and related titles
O'Reilly Safari. OCLC KB.
Other formats
Print version: Donnolo, Mark. What your CEO needs to know about sales compensation. New York : American Management Association, ©2013
Format
Books / Online
Language
English
Added to Catalog
January 10, 2020
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.
Also listed under
Safari Books Online (Firm)
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