What the C-Suite Needs to Know About Sales Incentives

Posted by Mike on February 27, 2013

Complimentary breakfast briefing.

“What Your CEO Needs to Know about Sales Compensation,” by Mark Donnolo, is the first book to address sales compensation challenges from a C-suite perspective.  It 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.

Join Mark Donnolo from SalesGloble and Erik Charles from Xactly for a complimentary breakfast briefing.

Donnolo will address topics including:

• The right (and wrong) ways to involve C-level executives to become involved in the sales compensation process.
• How to answer essential questions from C-level executives about sales compensation design.
• How sales compensation supports the overall business strategy.

Then learn how to best implement these best practices with Erik Charles from Xactly Corporation. He will cover the current state of Sales Performance Management technology, plus the initial results of Xactly’s review of the data from 500 customers’ variable incentive plans.

• How can you make sure that the right information is in the C-Suite automatically, without spending the weekend running reports?
• What should Sales Management be watching other than pipeline and close rates?
• Ways to spot potential pitfalls in the incentive program, before it snowballs into a hit to the bottom line.

Xactly BlogBook tour, Mark Donnolo, Sales, sales comp, Sales Globe