{"product_id":"what-your-ceo-needs-to-know-about-sales-compensation-connecting-the-corner-office-to-the-front-line-9780814437551","title":"What Your CEO Needs to Know about Sales Compensation: Connecting the Corner Office to the Front Line","description":"\u003cp\u003e\u003cstrong\u003eMark Donnolo applies years of firsthand knowledge as a leading sales consultant for Fortune 500 companies to address the tough questions leaders should be asking.\u003c\/strong\u003e\u003c\/p\u003e\u003cp\u003eFeaturing real lessons from the field and valuable thought models, \u003cem\u003eWhat Your CEO Needs to Know About Sales Compensation\u003c\/em\u003e enlightens you about how miscomprehension at the higher levels leads to fundamental misalignments between sales strategy and organizational goals. Insights from C-level executives showcase that 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.\u003c\/p\u003e\u003cp\u003eMost tangibly, the book's expert Revenue Roadmap identifies the four major competency areas and sixteen related disciplines that must connect for an organization to grow profitably: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eInsight\u003c\/li\u003e\n\u003cli\u003eSales Strategy\u003c\/li\u003e\n\u003cli\u003eCustomer Coverage\u003c\/li\u003e\n\u003cli\u003eEnablement\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eBy striking a happy balance between overcompensation and under compensation, your sales plan will gain the momentum needed to power the performance of the entire business.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAbout the Author\u003c\/b\u003e\u003cbr\u003eMARK DONNOLO has worked as a leading sales effectiveness consultant for more than 25 years, helping Fortune 1000 companies including UPS, LexisNexis, Office Depot, AT\u0026amp;T, and KPMG. He is managing partner of SalesGlobe, a leading sales effectiveness consulting firm, and a founder of SalesGlobe Forum.\u003cbr\u003e","brand":"Amacom","offers":[{"title":"Default Title","offer_id":50328768086290,"sku":"9780814437551","price":22.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0831\/4771\/8930\/files\/img_3c6a627e-8955-44c4-8aad-adb0249d7bea.jpg?v=1727751365","url":"https:\/\/surprise-castle.myshopify.com\/products\/what-your-ceo-needs-to-know-about-sales-compensation-connecting-the-corner-office-to-the-front-line-9780814437551","provider":"Surprise Castle","version":"1.0","type":"link"}