A company’s sales compensation plan represents one of its most significant drivers of performance and growth. Nevertheless, too often senior executives fail to recognize critical incongruities between sales strategies and the organization’s greater goals. In What Your CEO Needs to Know About Sales Compensation, Mark Donnolo identifies the four major competencies and 16 related disciplines that direct a company’s “Revenue Roadmap” and enables profitable growth. He shares insights from a range of experts from C-level executives from Fortune 1000 companies to the “foot soldiers” on the front lines of sales. The book concludes with a set of six “Report Cards” for measuring the effectiveness of sales compensation programs.