What Your CEO Needs to Know About Sales Compensation

What is the role of a C-level in the sales compensation design process? To poke his head into a conference room and ask a few questions, or to become involved at certain key points? After all, sales compensation is the single biggest expense for most companies with the motivational power to move financial mountains, but many executives squander this opportunity to connect the business strategy to the sales organization. Based on the new book What Your CEO Needs to Know About Sales Compensation, due in bookstores in January 2013, author and managing partner of SalesGlobe Mark Donnolo outlines when and why highly successful companies involve the C-level in the design and implementation of their comp plans.

The webinar focuses on the top challenges in companies today; offers logical leadership approaches, tools, and models for dealing with each of these issues; and shares stories from top sales executives in leading companies. Before we address these challenges, we’ll take a look at the big picture around the Revenue Roadmap as an important foundational point. Too often, sales organizations start with commissions and try to figure out how much they can alter payouts either to save money or to drive behavior in a different direction. But that’s exactly the wrong place to start. We want to start by asking the big questions: Where are we going with the business? What’s important to accomplish from a strategic perspective? How do our sales roles support our goals? How does sales compensation align with the strategy and sales process? We’ll build on a base of big questions and share some examples from real companies and their C-level executives who leverage the power of sales compensation.

HR professionals who design, operate, or implement sales compensation plans will benefit from the C-level perspectives and practical solutions in this webinar.

Attendees will learn:

• How connecting the C-level strategic vision to front line incentives makes the sales organization more effective.
• Real views and advice from C-level executives from top companies including Verizon, KPMG, and Salesforce.com.
• How C-levels view sales compensation: the larger strategic context.
• A model for translating C-level goals into the sales compensation plan.
• The right (and wrong) points in the compensation design process to include the C-level.
• The right questions to ask a C-level when designing a sales compensation plan, and the right information to include in your presentation to that C-level.

Article: 10 Simple Rules for Improving Your Sales Compensation Plan What Your CEO Needs to Know About Sales Compensation, (book) by Mark Donnolo, published by AMACOM, available for pre-order now on Amazon.com and BarnesandNoble.com.

		Mark Donnolo SalesGlobe View Profile