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What Your CEO Needs to Know About Sales Compensation

What Your CEO Needs to Know About Sales Compensation
December 3, 2012 at 3:00 - 4:00 PM ET
Mark Donnolo, Partner(SalesGlobe)
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.
Who Should Participate
HR professionals who design, operate, or implement sales compensation plans will benefit from the C-level perspectives and practical solutions in this webinar.
What You Will Learn
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
  • 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.
Recommended Resources
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 and
Strategic Decision Making
Compensation Trends
Incentives Measurement, Reporting and Analysis
Compensation Planning and Management
Incentives, Rewards and Recognition
Sales force compensation
Incentives Planning and Management
Presented by
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Mark Donnolo

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Event Sponsors
SalesGlobe helps companies connect their sales strategies to the bottom line. We provide a range of sales effectiveness services that concentrate on sales transformation, process and coverage design, sales compensation and sales operation management.
File List
Name Comment Rating
Image of Sally Larrabee Sally Larrabee
Process Control Outlet Inc
5 / 5
Excellent Presentation
Image of Margaret Peters Margaret Peters
SunGard Data Systems Inc.
5 / 5
Excellent Presentation
5 / 5
Excellent Presentation
Image of Toby Atkinson Toby Atkinson
Cintas Corporation
5 / 5
Excellent Presentation
Image of Vicky L. Vicky L.
Compensation Professional
5 / 5
Excellent Presentation
Image of LaWanda Morris LaWanda Morris
BBVA Compass - Corporate
5 / 5
Excellent Presentation
5 / 5
Excellent Presentation
4 / 5
Very Good Presentation
Image of Susanne Kelley Susanne Kelley
Sienna Environmental Technologies
4 / 5
Very Good Presentation
Image of Mark Avallone Mark Avallone
HR Management Association of Chicago
3 / 5
Good Presentation
4 / 5
Very Good Presentation
Image of Anne Del Pilar Anne Del Pilar
Vivaldi Partners
4 / 5
Very Good Presentation
Image of Kathy Maurer Kathy Maurer
Iasis Molecular Sciences
4 / 5
Very Good Presentation
Image of Tina Byrd Williams Tina Byrd Williams
DS Waters Of America Inc. (Corporate Office)
4 / 5
Very Good Presentation
Image of Carmella Lambert Carmella Lambert
Lerner, Sampson & Rothfuss
5 / 5
Excellent Presentation
I find a big value of the webinar in understanding how to guide proactively the participation of the C-level and what is the real role of the C-level in the sales compensation design and implementation. Thank you! 4 / 5
Very Good Presentation
Image of Miriam Berger Miriam Berger
A Hire Authority

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WorldatWork Society of Certified Professionals. Recertification credit for this event applies to the Certified Compensation Professional (CCP®), Certified Benefits Professional® (CBP), Global Remuneration Professional (GRP®), Work-Life Certified Professional (WLCP®), Certified Executive Compensation Professional (CECP™) and Certified Sales Compensation Professional (CSCP™) designations granted by WorldatWork Society of Certified Professionals.

Recertification credit for this event can be taken by entering it into your online WorldatWork Society recertification application and entering the program date, title and length. Please note that the CECP and CSCP designations require a minimum number of credits from executive and sales compensation-related activities. For more information on recertification, visit the WorldatWork Society recertification webpage at

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