Put simply: money motivates. Yet most senior executives fail to see the big picture--and the strategic power of incentives. Learn how to evaluate and improve your sales incentive plan and help your organization reach its ultimate goals.
Cover Page Title Page Copyright Page Contents Acknowledgements Introduction Chapter 1 Your Revenue Roadmap: Driving Your Sales Strategy with Sales Compensation Aligning to the Strategy The Four Layers of the Revenue Roadmap: Connecting Your Sales Strategy and Compensation Insight Sales Strategy Customer Coverage Enablement Setting Your C-Level Goals The Sales Compensation Diamond: The Facets of Evaluating and Designing a Sales Compensation Program Determine Target Pay Calibrate Pay Mix Create Upside Potential Establish Performance Thresholds Develop Measures and Priorities Define Levels and Timing Design Mechanics Align the Team Set Objectives and Quotas Institute the Governance Process Operate the Program Evaluate the Program 5 Questions You Should Ask Your Team About Sales Strategy Chapter 2 Lapdogs, Dobermans, and Retrievers: Motivating the Breed that You Need What Breed Do You Need? Aligning Sales Roles to Revenue Flows The Three Strategies for Revenue Growth Sales Roles and Their Canine Counterparts The Big Picture on Sales Roles The Six Dimensions of Sales Roles 5 Questions You Should Ask Your Team About Sales Roles Chapter 3 The Reverse Robin Hood Principle: Differentiating Top Performers The Building Blocks of Sales Compensation Base Salary Target Incentive Pay Mix The Reverse Robin Hood Principle: Upside Potential Factors Determining Upside Thresholds Thresholds Aren't for Everyone To Cap or Not to Cap 5 Questions You Should Ask Your Team About Pay Mix and Upside Potential Chapter 4 Performance Metrics: Measure Twice, Pay Once Performance Measures3 (Cubed) Measures Level Frequency Performance Measure Pitfalls Using Measures Without Clear Line-of-Sight Measuring at the Wrong Level. Measuring What Can't Be Controlled Measuring on a Sliding Percentage Scale Using Conflicting Measures Selling Incentive Plan Real Estate to Marketing Misaligning Bookings and Billings and Losing Urgency 5 Questions You Should Ask Your Team About Performance Measures Chapter 5 Big Deals: Aligning and Motivating Strategic Account Sales Defining Strategic Accounts Sales Potential Strategic Value Understanding How the Customer Makes Decisions Centralized Process Preferred Provider Process Decentralized Process Promoting a Solution Sale Motivating Creative Sales Roles Discern Between Creativity as an End and Creativity as a Means to a Sales Result Consider Fewer Directive Incentives and More Incentives with Latitude Understand Motivators for Highly Cognitive Sales Roles Involve Creative Sellers in Creating Their Own Goals The Sales Crediting Balance Measuring Mega Deals 5 Questions You Should Ask Your Team About Strategic Accounts Chapter 6 A Quota Quandary: Setting Equitable and Profitable Sales Goals Some Challenges with Quotas The Forensics: Do You Have a Quota Issue or a Sales Effectiveness Issue? 10 Success Factors for Better Quotas See Beyond a Single Number Remember the People Involve the Right Team Don't Get Lost in the Legacy Get a View from the Bottom-Up Move Beyond History Balance Market Opportunity with Sales Capacity Fit the Methodology to the Account Type Make Your Approach Scalable Don't Over-, Over- Allocate From History to Opportunity 5 Questions You Should Ask Your Team About Quota Setting Chapter 7 Managing Sales Management: Understanding Roles and Rewards Sales Managers Aren't Just Big Salespeople: What Does It Take? They Understand How to Lead They Strategize the Growth of Their Organization. They Are Creative at Planning and Systematically Solving Customer Problems They Are Effective at Coaching and Developing Their Teams They Sell in the Right Places What Motivates Managers? Role and Recognition Career Map Investment Rewards Sales Compensation Long-Term Incentives A Few Sales Compensation Ideas for Sales Managers Establish Pay Mix with a Longer View Do a Simple Roll-Up Look at Team Participation Shift Measures Down the Income Statement Get Objective 5 Questions You Should Ask Your Team About Motivating Managers Chapter 8 Making Change: Communicating and Implementing the Sales Compensation Plan Change Management Key Steps Start Strong Craft the Change Story See the Organization's View Get the Change Forecast Leverage the Learning Modes Follow the Process 5 Questions You Should Ask Your Team About Making Change Chapter 9 The Role of the C-Level: Getting Involved in the Right Way C-Level Involvement in the Sales Compensation Process Providing Strategic Direction Getting Involved in the Process Reviewing, Approving, and Supporting the Program Asking Good Questions 5 Questions You Should Ask About Your Executive Involvement Chapter 10 Your Strategic Sales Compensation Report Card: Grading Your Plan and Taking Action Grade Your Plan Time for Action Glossary Index.
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Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2021. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.
Print version: Donnolo, Mark What Your CEO Needs to Know about Sales Compensation