Listen to the Introduction: What Your CEO Needs To Know About Sales Compensation
The office lights flicker on at 7:00 Monday morning. The early risers arrive and the staff trickles in. The CEO, vice president of sales, CMO, and vice president of human resources sip their first cups of coffee, bleary-eyed from Sunday evening’s conference calls. The office chatter starts. In an hour the phones will begin to ring. A few miles away, manufacturing has been busy at the line for a couple of hours by now.
Despite the bustling activity, it will all come to a halt if the next sale isn’t made. “Sales” is the top line on nearly every income statement. Without it, the funding runs out, the stock doesn’t trade, the lights no longer burn, and the office chatter falls silent.
At the root of sales is a team of tenacious souls squeezed in middle seats without upgrades, walking the hallways of major corporations, making outbound calls to semi-qualified prospects, pacing customer reception areas waiting for a chance to have that critical conversation about the customer’s needs, and generally wearing out the soles of their Cole Haans. Each year, on average, they experience eight to ten times more rejection than acceptance from their prospective customers. Yet they persevere – most with continued optimism – in pursuit of the close, the add-on sale, the contract renewal. Most of them are driven by a quest for three things: personal accomplishment, recognition, and compensation: sales compensation … commission … bonus … the deal that makes their year, and the company’s year.
What Your CEO Needs to Know About Sales Compensation focuses on the top challenges in companies today, offers logical leadership approaches, tools, and models for dealing with the challenges around sales compensation, and connecting the strategy to the frontline.
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. This book tells the story of how the C- level has made the connection between corner office priorities and front-line sales.
Founder and Managing Partner at SalesGlobe
“We help companies solve tough sales challenges to connect their sales strategies to the bottom line.”
