Who should read *What Your CEO Needs to Know About Sales Compensation*?

CEOs, sales leaders, and HR executives responsible for revenue growth will benefit most. It’s also valuable for board members seeking to align compensation with long-term strategy. Donnolo’s insights help organizations balancing overpayment risks with underperformance caused by misaligned incentives.

Is *What Your CEO Needs to Know About Sales Compensation* worth reading?

Yes, for its actionable **Revenue Roadmap** framework and C-suite perspectives on incentive design. Donnolo’s 25+ years consulting Fortune 500 firms like UPS and AT&T provide real-world solutions to common problems like quota misalignment and behavioral misdirection.

What is the Revenue Roadmap in *What Your CEO Needs to Know About Sales Compensation*?

The Revenue Roadmap identifies four interconnected competencies: - **Insight** (market/customer analysis) - **Sales Strategy** (targets/channels) - **Customer Coverage** (territory/account planning) - **Enablement** (compensation/training) Donnolo argues these areas must synchronize to drive profitable growth, with compensation as the keystone motivator.

How does Mark Donnolo address CEO miscomprehension of sales compensation?

Donnolo highlights how executives often treat compensation as a cost rather than a strategic lever. He provides **C-Level Goals**, a five-perspective tool (customer, product, coverage, talent, financial) to align incentives with CEO priorities.

What are common sales compensation mistakes according to Mark Donnolo?

Key pitfalls include: - Focusing solely on ROI without considering behavioral impact - Misaligning quotas with business objectives - Overcomplicating incentive structures The book emphasizes simplicity and tying payouts to controllable milestones.

How does *What Your CEO Needs to Know About Sales Compensation* differ from other sales books?

Unlike tactical guides, it targets C-suite leaders with a systemic view of compensation’s role in strategy execution. Donnolo integrates behavioral economics and CEO interviews, contrasting with peer works focused solely on compensation mechanics.

What is the “C-Level Goals” framework in the book?

This tool connects strategy to compensation by evaluating: 1. Customer priorities 2. Product objectives 3. Coverage models 4. Talent capabilities 5. Financial targets It ensures sales plans reinforce broader business goals rather than conflicting with them.

What Your CEO Needs to Know about Sales Compensation Summary, PDF, EPUB, Audio

Q: What is *What Your CEO Needs to Know About Sales Compensation* about?

*What Your CEO Needs to Know About Sales Compensation* explains how aligning sales incentives with business strategy drives revenue growth. Mark Donnolo reveals common CEO missteps in compensation design, using frameworks like the **Revenue Roadmap** (Insight, Sales Strategy, Customer Coverage, Enablement) to bridge gaps between leadership goals and sales team execution. The book combines Fortune 500 case studies with actionable models to optimize incentive plans.

What Your CEO Needs to Know about Sales Compensation

Mark Donnolo

3.63 (19 Reviews)

Business Finance Leadership

Aperçu

Points Clés

Auteur

Questions Fréquentes

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?

Explorez Votre Façon d'Apprendre

Résumé Rapide8min

Ressentez le livre à travers la voix de l'auteur

Fiches mémo10 idées

Capturez les idées clés en un éclair pour un apprentissage rapide

Meilleure citation de What Your CEO Needs to Know about Sales Compensation

Remember, it's not about changing who these salespeople are. It's about designing a compensation plan that brings out the best in each of them.

Explorez Votre Façon d'Apprendre

What Your CEO Needs to Know about Sales Compensation n'est pas qu'un simple livre — c'est une masterclass en Business. Pour vous aider à absorber ses leçons de la manière qui vous convient le mieux, nous proposons cinq modes d'apprentissage uniques. Que vous soyez un penseur profond, un apprenant rapide ou un amateur d'histoires, il y a un mode conçu pour votre style.

Résumé Rapide

Résumé de What Your CEO Needs to Know about Sales Compensation en 8 Minutes

Décomposez les idées clés de What Your CEO Needs to Know about Sales Compensation en points faciles à comprendre pour découvrir comment les équipes innovantes créent, collaborent et grandissent.

00:00

Fiches mémo

Top 10 Idées de What Your CEO Needs to Know about Sales Compensation en Bref

Condensez What Your CEO Needs to Know about Sales Compensation en indices de mémoire rapides mettant en évidence les principes clés de franchise, de travail d'équipe et de résilience créative.

Personnaliser

Découvrez What Your CEO Needs to Know about Sales Compensation à votre façon.

Posez n'importe quelle question, choisissez la voix et co-créez des idées qui résonnent vraiment avec vous.

Cree par des anciens de Columbia University a San Francisco

BeFreed rassemble une communauté mondiale de 1,000,000 esprits curieux

Decouvrez comment BeFreed est discute sur le web

"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."

@Moemenn

"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

@Chloe, Solo founder, LA

117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

@Jaded_Falcon

201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."

@Leo, Law Student, UPenn

483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

Cree par des anciens de Columbia University a San Francisco

BeFreed rassemble une communauté mondiale de 1,000,000 esprits curieux

Decouvrez comment BeFreed est discute sur le web

"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."

@Moemenn

"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

@Chloe, Solo founder, LA

117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

@Jaded_Falcon

201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."

@Leo, Law Student, UPenn

483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."

@Moemenn

"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

@Chloe, Solo founder, LA

117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

@Jaded_Falcon

201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."

@Leo, Law Student, UPenn

483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."

@Moemenn

"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

@Chloe, Solo founder, LA

117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

@Jaded_Falcon

201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."

@Leo, Law Student, UPenn

483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

1.5K Ratings4.7

Commencez votre parcours d'apprentissage, maintenant

Telecharger ce resume

Obtenez le resume de What Your CEO Needs to Know about Sales Compensation en PDF ou EPUB gratuit. Imprimez-le ou lisez-le hors ligne a tout moment.

What Your CEO Needs to Know about Sales Compensation

Mark Donnolo

3.63 (19 Reviews)

Business Finance Leadership

Aperçu

Points Clés

Auteur

Questions Fréquentes

Explorez Votre Façon d'Apprendre

Résumé Rapide8min

Ressentez le livre à travers la voix de l'auteur

Fiches mémo10 idées

Capturez les idées clés en un éclair pour un apprentissage rapide

Meilleure citation de What Your CEO Needs to Know about Sales Compensation

Remember, it's not about changing who these salespeople are. It's about designing a compensation plan that brings out the best in each of them.

Dans le même genre

Sales Transformation Leadership : Driving Organizational Change

6 sources

Game-Changing Sales Leadership Revolution

Selling with Noble Purpose

Lisa Earle McLeod

CMO to CRO

Mike Geller & Rolly Keenan & Brandi Starr

The Four Obsessions of an Extraordinary Executive

27 sources

The CEO's Playbook for High-Performing Teams

The Qualified Sales Leader

John McMahon

Coaching Salespeople into Sales Champions

Keith Rosen

Super Thinking: The Big Book of Mental Models

28 sources

CEO Success Decoded: Elite Thinking Strategies

The Bezos Blueprint

Carmine Gallo

Points clés

The Revenue Roadmap: Connecting Strategy to Compensation

00:00

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

Explorez Votre Façon d'Apprendre

Résumé Rapide

Résumé de What Your CEO Needs to Know about Sales Compensation en 8 Minutes

00:00

Fiches mémo

Top 10 Idées de What Your CEO Needs to Know about Sales Compensation en Bref

Condensez What Your CEO Needs to Know about Sales Compensation en indices de mémoire rapides mettant en évidence les principes clés de franchise, de travail d'équipe et de résilience créative.

Personnaliser

Découvrez What Your CEO Needs to Know about Sales Compensation à votre façon.

Posez n'importe quelle question, choisissez la voix et co-créez des idées qui résonnent vraiment avec vous.

Cree par des anciens de Columbia University a San Francisco

BeFreed rassemble une communauté mondiale de 1,000,000 esprits curieux

Decouvrez comment BeFreed est discute sur le web

"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."

@Moemenn

"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

@Chloe, Solo founder, LA

117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

@Jaded_Falcon

201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."

@Leo, Law Student, UPenn

483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

Cree par des anciens de Columbia University a San Francisco

BeFreed rassemble une communauté mondiale de 1,000,000 esprits curieux

Decouvrez comment BeFreed est discute sur le web

"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."

@Moemenn

"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

@Chloe, Solo founder, LA

117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

@Jaded_Falcon

201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."

@Leo, Law Student, UPenn

483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."

@Moemenn

"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

@Chloe, Solo founder, LA

117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

@Jaded_Falcon

201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."

@Leo, Law Student, UPenn

483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."

@Moemenn

"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

@Chloe, Solo founder, LA

117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

@Jaded_Falcon

201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."

@Leo, Law Student, UPenn

483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

1.5K Ratings4.7

Commencez votre parcours d'apprentissage, maintenant

Telecharger ce resume

Obtenez le resume de What Your CEO Needs to Know about Sales Compensation en PDF ou EPUB gratuit. Imprimez-le ou lisez-le hors ligne a tout moment.

What Your CEO Needs to Know about Sales Compensation by Mark Donnolo Summary

Overview of What Your CEO Needs to Know about Sales Compensation

Similar books to What Your CEO Needs to Know about Sales Compensation

Meilleure citation de What Your CEO Needs to Know about Sales Compensation

Mode Résumé Rapide - Lisez ou écoutez le résumé de What Your CEO Needs to Know about Sales Compensation en 8 minutes

Mode Fiches mémo - Top 10 Idées de What Your CEO Needs to Know about Sales Compensation en Bref

Mode Personnaliser - Lisez ou écoutez le résumé de What Your CEO Needs to Know about Sales Compensation en 0 minutes

Telecharger What Your CEO Needs to Know about Sales Compensation PDF

Telecharger What Your CEO Needs to Know about Sales Compensation EPUB

What Your CEO Needs to Know about Sales Compensation by Mark Donnolo Summary

Overview of What Your CEO Needs to Know about Sales Compensation

Similar books to What Your CEO Needs to Know about Sales Compensation

Meilleure citation de What Your CEO Needs to Know about Sales Compensation

Dans le même genre

Points clés

The Revenue Roadmap: Connecting Strategy to Compensation

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

Mode Résumé Rapide - Lisez ou écoutez le résumé de What Your CEO Needs to Know about Sales Compensation en 8 minutes

Mode Fiches mémo - Top 10 Idées de What Your CEO Needs to Know about Sales Compensation en Bref

Mode Personnaliser - Lisez ou écoutez le résumé de What Your CEO Needs to Know about Sales Compensation en 0 minutes

Telecharger What Your CEO Needs to Know about Sales Compensation PDF

Telecharger What Your CEO Needs to Know about Sales Compensation EPUB

Dans le même genre

Points clés

The Revenue Roadmap: Connecting Strategy to Compensation

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