{"product_id":"9780814437551","title":"What Your CEO Needs To Know About Sales Compensation: Connecting The Corner Office To The Front Line","description":"\u003cbr\u003e\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","brand":"Mark Donnolo","offers":[{"title":"Default Title","offer_id":46897397661845,"sku":"9780814437551","price":49.99,"currency_code":"AUD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0484\/3175\/9509\/files\/9780814437551.png?v=1777422840","url":"https:\/\/harpercollins.com.au\/products\/9780814437551","provider":"HarperCollins AU","version":"1.0","type":"link"}