by Mark Donnolo · Amacom · tapa blanda · ISBN 9780814437551
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«What Your CEO Needs to Know About Sales Compensation» is the sales management essay by Mark Donnolo, published by Amacom in paperback (288 pages, in English).
The book argues that incentives are a strategic lever many executives ignore and shows how the mismatch between sales strategy and objectives originates in the C-suite. Based on real cases, its Revenue Roadmap articulates four competency areas and sixteen disciplines for profitable growth, balancing compensation to sustain commercial momentum.
First published on 9 January 2013, the work falls within business, economics and sales management. The full subtitle is «Connecting the Corner Office to the Front Line».
Aimed at executives, sales managers and HR professionals seeking to align the incentive plan with the organisation's strategy.
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