Summary of What Your CEO Needs to Know About Sales Compensation

Connecting the Corner Office to the Front Line

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What Your CEO Needs to Know About Sales Compensation book summary
The right sales compensation plan produces the right volume of sales.


7 Overall

8 Applicability

7 Innovation

6 Style


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.

In this summary, you will learn

  • Why a solid compensation plan is vital to the success of any sales office,
  • What crucial components your sales compensation plan should have and
  • How to implement your sales compensation plan.


Compensate Your Salespeople Appropriately
The success of a sales organization depends on its sales compensation plan. Such a plan, which constitutes a major cost-of-doing-business expense, proves a more potent motivating factor than sales training, sales strategies, sales management or...
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About the Author

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

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