What your CEO needs to know about sales compensation :: connecting the corner office to the front line /
Addressing sales compensation challenges from the most critical vantage point ... the C-suite.
Saved in:
| Main Author: | |
|---|---|
| Format: | Electronic eBook |
| Language: | English |
| Published: |
New York :
AMACOM American Management Association,
[2013]
|
| Subjects: | |
| Online Access: | DE-862 DE-863 |
| Summary: | Addressing sales compensation challenges from the most critical vantage point ... the C-suite. |
| Item Description: | Includes index. |
| Physical Description: | 1 online resource |
| ISBN: | 9780814432280 081443228X 9781283915656 1283915650 |
Staff View
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| 245 | 1 | 0 | |a What your CEO needs to know about sales compensation : |b connecting the corner office to the front line / |c Mark Donnolo. |
| 264 | 1 | |a New York : |b AMACOM American Management Association, |c [2013] | |
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| 505 | 0 | |a Your revenue roadmap : driving your sales strategy with sales compensation -- Lapdogs, dobermans, and retrievers : motivating the breed that you need -- The reverse Robin Hood principle : differentiating top performers -- Performances metrics : measure twice, pay once -- Big deals : aligning and motivating strategic account sales -- A quota quandary : setting equitable and profitable sales goals -- Managing sales management : understanding roles and rewards -- Making change : communicating and implementing the sales compensation plan -- The role of the C-level : getting involved in the right way -- Your strategic sales compensation report card : grading your plan and taking action. | |
| 520 | |a Addressing sales compensation challenges from the most critical vantage point ... the C-suite. | ||
| 650 | 0 | |a Sales personnel |x Salaries, etc. |0 http://id.loc.gov/authorities/subjects/sh85116735 | |
| 650 | 0 | |a Compensation management. |0 http://id.loc.gov/authorities/subjects/sh85029327 | |
| 650 | 0 | |a Incentives in industry. |0 http://id.loc.gov/authorities/subjects/sh85064738 | |
| 650 | 0 | |a Sales management. |0 http://id.loc.gov/authorities/subjects/sh85116729 | |
| 650 | 6 | |a Salaires |x Vendeurs. | |
| 650 | 6 | |a Salaires |x Gestion. | |
| 650 | 6 | |a Ventes |x Gestion. | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Sales & Selling |x Management. |2 bisacsh | |
| 650 | 7 | |a Compensation management |2 fast | |
| 650 | 7 | |a Incentives in industry |2 fast | |
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| contents | Your revenue roadmap : driving your sales strategy with sales compensation -- Lapdogs, dobermans, and retrievers : motivating the breed that you need -- The reverse Robin Hood principle : differentiating top performers -- Performances metrics : measure twice, pay once -- Big deals : aligning and motivating strategic account sales -- A quota quandary : setting equitable and profitable sales goals -- Managing sales management : understanding roles and rewards -- Making change : communicating and implementing the sales compensation plan -- The role of the C-level : getting involved in the right way -- Your strategic sales compensation report card : grading your plan and taking action. |
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| discipline | Wirtschaftswissenschaften |
| format | Electronic eBook |
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| id | ZDB-4-EBU-ocn824700067 |
| illustrated | Illustrated |
| indexdate | 2025-03-18T14:27:42Z |
| institution | BVB |
| isbn | 9780814432280 081443228X 9781283915656 1283915650 |
| language | English |
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| spelling | Donnolo, Mark, author. What your CEO needs to know about sales compensation : connecting the corner office to the front line / Mark Donnolo. New York : AMACOM American Management Association, [2013] 1 online resource text txt rdacontent computer c rdamedia online resource cr rdacarrier Includes index. Your revenue roadmap : driving your sales strategy with sales compensation -- Lapdogs, dobermans, and retrievers : motivating the breed that you need -- The reverse Robin Hood principle : differentiating top performers -- Performances metrics : measure twice, pay once -- Big deals : aligning and motivating strategic account sales -- A quota quandary : setting equitable and profitable sales goals -- Managing sales management : understanding roles and rewards -- Making change : communicating and implementing the sales compensation plan -- The role of the C-level : getting involved in the right way -- Your strategic sales compensation report card : grading your plan and taking action. Addressing sales compensation challenges from the most critical vantage point ... the C-suite. Sales personnel Salaries, etc. http://id.loc.gov/authorities/subjects/sh85116735 Compensation management. http://id.loc.gov/authorities/subjects/sh85029327 Incentives in industry. http://id.loc.gov/authorities/subjects/sh85064738 Sales management. http://id.loc.gov/authorities/subjects/sh85116729 Salaires Vendeurs. Salaires Gestion. Ventes Gestion. BUSINESS & ECONOMICS Sales & Selling Management. bisacsh Compensation management fast Incentives in industry fast Sales management fast Sales personnel Salaries, etc. fast Print version: What your CEO needs to know about sales compensation New York : American Management Association, c2013. 9780814432273 (DLC) 2012040288 |
| spellingShingle | Donnolo, Mark What your CEO needs to know about sales compensation : connecting the corner office to the front line / Your revenue roadmap : driving your sales strategy with sales compensation -- Lapdogs, dobermans, and retrievers : motivating the breed that you need -- The reverse Robin Hood principle : differentiating top performers -- Performances metrics : measure twice, pay once -- Big deals : aligning and motivating strategic account sales -- A quota quandary : setting equitable and profitable sales goals -- Managing sales management : understanding roles and rewards -- Making change : communicating and implementing the sales compensation plan -- The role of the C-level : getting involved in the right way -- Your strategic sales compensation report card : grading your plan and taking action. Sales personnel Salaries, etc. http://id.loc.gov/authorities/subjects/sh85116735 Compensation management. http://id.loc.gov/authorities/subjects/sh85029327 Incentives in industry. http://id.loc.gov/authorities/subjects/sh85064738 Sales management. http://id.loc.gov/authorities/subjects/sh85116729 Salaires Vendeurs. Salaires Gestion. Ventes Gestion. BUSINESS & ECONOMICS Sales & Selling Management. bisacsh Compensation management fast Incentives in industry fast Sales management fast Sales personnel Salaries, etc. fast |
| subject_GND | http://id.loc.gov/authorities/subjects/sh85116735 http://id.loc.gov/authorities/subjects/sh85029327 http://id.loc.gov/authorities/subjects/sh85064738 http://id.loc.gov/authorities/subjects/sh85116729 |
| title | What your CEO needs to know about sales compensation : connecting the corner office to the front line / |
| title_auth | What your CEO needs to know about sales compensation : connecting the corner office to the front line / |
| title_exact_search | What your CEO needs to know about sales compensation : connecting the corner office to the front line / |
| title_full | What your CEO needs to know about sales compensation : connecting the corner office to the front line / Mark Donnolo. |
| title_fullStr | What your CEO needs to know about sales compensation : connecting the corner office to the front line / Mark Donnolo. |
| title_full_unstemmed | What your CEO needs to know about sales compensation : connecting the corner office to the front line / Mark Donnolo. |
| title_short | What your CEO needs to know about sales compensation : |
| title_sort | what your ceo needs to know about sales compensation connecting the corner office to the front line |
| title_sub | connecting the corner office to the front line / |
| topic | Sales personnel Salaries, etc. http://id.loc.gov/authorities/subjects/sh85116735 Compensation management. http://id.loc.gov/authorities/subjects/sh85029327 Incentives in industry. http://id.loc.gov/authorities/subjects/sh85064738 Sales management. http://id.loc.gov/authorities/subjects/sh85116729 Salaires Vendeurs. Salaires Gestion. Ventes Gestion. BUSINESS & ECONOMICS Sales & Selling Management. bisacsh Compensation management fast Incentives in industry fast Sales management fast Sales personnel Salaries, etc. fast |
| topic_facet | Sales personnel Salaries, etc. Compensation management. Incentives in industry. Sales management. Salaires Vendeurs. Salaires Gestion. Ventes Gestion. BUSINESS & ECONOMICS Sales & Selling Management. Compensation management Incentives in industry Sales management |
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