What Your CEO Needs to Know About Sales Compensation
Connecting the Corner Office to the Front Line
by:
Mark Donnolo
Summary:
The book provides insights into designing and implementing effective sales compensation strategies that align with business goals and motivate sales teams. It offers practical advice for CEOs and senior executives on how to connect corporate strategy with the sales force through well-structured incentive plans.
Key points:
1. Align Sales Compensation with Goals: Ensure sales incentives drive company objectives and motivate the right sales behaviors.
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