“You cannot afford to overpay or underpay salespeople. Mark Donnolo knows the strategies and the formulas that work. What Your CEO Needs to Know About Sales Compensation will balance the books, the compensation, the profit, the morale, the retention, and the growth. It will also balance the power between salespeople and the rest of the company. This book is a MUST read, MUST do!”
Jeffrey Gitomer, author of The Little Book of Leadership and The Little Red Book of Selling
What Your CEO Needs to Know About Sales Compensation is the first book to address sales compensation challenges from a C-suite perspective. It’s an executive-level guide to understanding the power and effect sales compensation can have on the business through the wisdom of CEOs and effective practices across industries. Sales performance isn’t owned just by the chief sales officer; sales performance starts and ends at the top of the house. This book tells the story of how the C- level has made the connection between corner office priorities and front line sales.
The book includes:
- Perspective from Mark Donnolo, who has spent 25 years designing sales effectiveness and sales compensation plans for Fortune 1,000 companies.
- Logical, proven approaches for solving top sales compensation challenges.
- Tools and models for connecting the strategy of the business to the front line sales compensation plan.
- Stories, examples, and ideas from C-level executives in Fortune 1,000 companies on how they’ve made sales compensation work effectively for their business.
What Others are Saying
“Executives can miss the reality that at the end of the day, the sales force is their biggest growth engine and a very valuable asset to the company. The fact that this book is shining a light on the strategic connection to sales compensation and starting the conversation for senior leaders is very important.”
Jeff Connor, Chief Growth Officer of ARAMARK Global Food, Hospitality and Facility Services
“What Your CEO Needs to Know About Sales Compensation offers practical, high-impact advice on constructing effective sales compensation plans. In addition to his own analysis of the subject, Mark Donnolo has included thoughts and stories from executives in high performing sales organizations on the sales compensation challenges they’ve encountered over the years – what they’ve learned and how they've crafted successful sales compensation plans that make a substantial impact. If you acquire only one book on this subject, this should be the one!”
Stephen J. Bistritz, Ed.D., co-author of Selling to the C-Suite
“Talk about timely! The Big Data explosion has the executive suite more interested in sales effectiveness than ever before. Mark Donnolo has done a wonderful job tying all the pieces together in a very readable format. Too often the C suite’s answer to sales challenges is changing sales compensation mechanics. What Your CEO Needs to Know About Sales Compensation does a great job explaining the sales compensation continuum’s interdependencies. Most senior leaders do not appreciate that solving one aspect of the continuum is not the right answer. As Mark explains, there are over a dozen variables that must be interconnected for a successful sales compensation plan.” --
Ian Levine, Senior Vice President of Sales Strategy & Operations at Iron Mountain