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What Your CEO Needs to Know About Sales Compensation (Summary)

ebook

getAbstract Summary: Get the key points from this book in less than 10 minutes.

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.

Book Publisher:

Copyright © 2013 AMACOM, a division of American Management Association


Expand title description text
Publisher: getAbstract

OverDrive Read

  • File size: 45 KB
  • Release date: January 1, 2017

EPUB ebook

  • File size: 47 KB
  • Release date: January 1, 2017

Formats

OverDrive Read
EPUB ebook

Languages

English

getAbstract Summary: Get the key points from this book in less than 10 minutes.

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.

Book Publisher:

Copyright © 2013 AMACOM, a division of American Management Association


Expand title description text