March 2013
Beginner
288 pages
5h 20m
English
Content preview from What Your CEO Needs to Know About Sales CompensationBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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CHAPTER 9
The Role of the C-Level: Getting Involved in the Right Way
LATE LAST YEAR, we met with a couple of the senior sales leaders of a leading high-tech hardware organization at a local coffee shop in Dallas. It was a great off-site retreat for them and a good occasion to discuss some ideas about sales compensation. However, the sales team wasn’t at the beginning of their design process. They were actually at the end, almost literally, and they were looking for ideas to propose to the executive steering committee, which included the CEO.
Their problems really began 10 months earlier when the sales leaders embarked on their annual sales compensation review and design cycle. They went through the rounds of interviews and surveys with the sales ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.