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 10
Your Strategic Sales Compensation Report Card: Grading Your Plan and Taking Action
DESIGNING A GREAT SALES COMPENSATION PROGRAM that integrates with the Revenue Roadmap can be complex and time consuming, but the return can be significant. In this book, we’ve covered the importance of strategic alignment and the beauty of patience when designing a comp plan. We’ve discussed a range of sales roles and the compensation principles that motivate each role. We’ve explained how crucial it is to differentiate the top performers, how to employ only meaningful performance measures, and how to structure and compensate major account sales teams. We’ve examined approaches to setting quotas, motivating management, and managing change. We’ve seen ...
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