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What Your CEO Needs to Know About Sales Compensation
by Mark Donnolo · Amacom · tapa blanda · 288 pages
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Pages: 288 pagesAuthor: Mark DonnoloPublisher: AmacomFormat: tapa blandaLanguage: enRelease date: 9/1/2013ISBN: ISBN 9780814437551
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Synopsis of What Your CEO Needs to Know About Sales Compensation
En este libro, Mark Donnolo, consultor de efectividad de ventas para empresas Fortune 500, aborda las preguntas que los líderes deberían hacerse sobre los incentivos de ventas. El libro muestra cómo la incomprensión en los niveles superiores conduce a desajustes entre la estrategia de ventas y los objetivos de la organización. El Revenue Roadmap identifica las cuatro áreas de competencia principales y las dieciséis disciplinas relacionadas que deben conectarse para que una organización crezca de manera rentable. Al lograr un equilibrio entre la sobrecompensación y la subcompensación, su plan de ventas obtendrá el impulso necesario para impulsar el rendimiento de todo el negocio.
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