What Your CEO Needs to Know About Sales Compensation by Mark Donnolo Summary
Overview of What Your CEO Needs to Know About Sales Compensation
Discover why CEOs who master sales compensation outperform competitors. Mark Donnolo's 2013 game-changer reveals the hidden alignment between pay structures and company strategy - a revelation that's transformed how business leaders motivate their revenue engines. What's your compensation plan secretly telling your salesforce?
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Key takeaways
The Revenue Roadmap: Connecting Strategy to Compensation
When it comes to sales compensation, many companies make the mistake of jumping straight to the numbers. They pull out their calculators and start crunching figures without considering the bigger picture. But here's the truth: your sales compensation plan should be a strategic tool that drives your business forward. Think of it as a Revenue Roadmap. This roadmap has four key layers: Insight, Sales Strategy, Customer Coverage, and Enablement. Each layer builds upon the other, creating a cohesive plan that aligns your sales efforts with your company's goals. Let's take a closer look at each layer: 1. Insight: This is where you gather intelligence about your market, customers, and competition. It's the foundation for everything that follows. 2. Sales Strategy: Based on your insights, you develop a strategy for growth. Are you focusing on new markets? Expanding existing accounts? Your compensation plan should support these strategic choices. 3. Customer Coverage: This layer determines how you'll reach your customers. It includes your sales channels, team structure, and territory design. 4. Enablement: Finally, we have the tools and processes that support your sales team, including training, technology, and yes, compensation. By considering all these layers, you ensure that your compensation plan isn't just a standalone element, but an integral part of your overall sales strategy.
Motivating Different Breeds of Salespeople
The Reverse Robin Hood Principle: Rewarding Top Performers
Measuring Performance: The Key to Effective Compensation
Implementing Your New Compensation Plan: The Change Management Challenge
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From Columbia University alumni built in San Francisco
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
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