What your CEO needs to know about sales compensation connecting the corner office to the front line /
| Основен автор: | Donnolo, Mark, (Author) |
|---|---|
| Формат: | Електронен |
| Език: | English |
| Публикувано: |
New York :
American Management Association,
℗♭2013.
|
| Предмети: | |
| Онлайн достъп: |
http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=504238 |
| Подобни документи: |
Print version::
What your CEO needs to know about sales compensation. |
Съдържание:
- 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.