Index
The index that appeared in the print version of this title was intentionally removed from the eBook. Please use the search function on your eReading device for terms of interest. For your reference, the terms that appear in the print index are listed below
Acclivus
account-opportunity driven quotas
account planning
AchieveGlobal
add-on measure in solution selling
annuity sales
ARAMARK
Autodesk
average
base salary
Brennan, Bob
BT Global Services
Bus Protocol
buyer penetration
caps
alternatives to
decision to use
defined
career map
CA Technologies
centralized buying process
change forecast
developing
illustrating
change management
challenges of
change forecast
change story
C-Level Goals and
following the process
implementation phase
learning modes
Motivators of Change and
organization view
phases of
program assessment phase
program design phase
resistance to change
start strong
change questions
change story
in change forecast
C-Level Goals and
components of
Motivators of Change and
channel acquisition role
channel management role
channel responsibility
Choppy Seas, in change forecast
C-Level Goals
applying
change management and
C-Level, defined
Coverage dimension
Customer dimension
described
Financial dimension
nature of
overview of
Product dimension
Talent dimension
C-Level involvement
asking good questions
challenges of
C-Level, defined
examples of
providing strategic direction
reviewing, approving, and supporting the program
C-Level Question Dimensions
Collie sales role
characteristics of
incentives for
pay mix of
Columbia University
Comcast
commissions
communications
company culture, change management and
Connor, Jeff
contract length
contract terms
Coverage dimension, of C-Level Goals
Cox, Ron
creative sales quotient
creative selling
creativity as end versus means to revenue result
establishment of goals
incentives with latitude
intrinsic motivators in
credit approach
multiple credit
single credit
split credit
credit split
customer acquisition
Customer Coverage
in Revenue Roadmap
sales channels
sales deployment
sales process
sales roles and structures
Customer dimension, of C-Level Goals
customer measures of performance
customer mix
customer penetration
customer relationship management
customer retention
customer segmentation
customer voice
decentralized buying process
decision-making
centralized
decentralized
preferred provider process
demonstrations
dependency questions
design-wins
Doberman sales role
characteristics of
incentives for
pay mix of
draw
economic value added (EVA)
Enablement
incentive compensation and quotas
recruiting and retention
in Revenue Roadmap
tools and technology
Entertainment Weekly
EVA (economic value added)
evaluation. see program evaluation
event-driven sales
Everything Everywhere
Fagan, Paul
Financial dimension, of C-Level Goals
financial measures of performance
EVA (economic value added)
gross profit
gross profit margin
net income
operating profit
revenue
sales expense
fixed dollar incentive
fixed mix incentive
flat quotas
forecast measures of performance
Fortune magazine
front line
Fujitsu
Gale Winds, in change forecast
gate to upside measure in solution selling
goals
C-Level. see C-Level Goals in creative selling
governance
instituting governance process
in Sales Compensation Diamond
gross profit, as measure of performance
gross profit margin, as measure of performance
hardwire measure in solution selling
historic quotas
Holland, Doug
Howard Gardner
Hybrid sales role
characteristics of
incentives for
pay mix of
incentive compensation in Revenue Roadmap see also sales compensation plan
incentive roll-up
incentive stock options
Insight
business performance
competitor performance
macro market environment
in Revenue Roadmap
voice of the customer
interpersonal learners
intrapersonal learners
intrinsic motivators
Intuit
investment, in Sales Management Offer
Iron Mountain
Johnson, Paul
Jordan, Michael
Kabus, Al
Kelly, Mike
kinesthetic learners
Klompmaker, Jay
KPMG
Lanman, Mike
Lap Dog. see Collie sales role
leadership skills
leads generated
learning modes
letters of intent
linguistic learners
links, between commissions and quotas
logical-mathematical learners
long-term incentives, for sales managers
management development programs
management objectives
management responsibility
manage to results measure in solution selling
ManpowerGroup North America
marketing responsibility
market opportunity
market-opportunity driven quotas
sales capacity and
market segment responsibility
mean/average
mechanics
defined
quota-based mechanics
rate-based mechanics/commissions
in Sales Compensation Diamond
mega deals
midpoint
Mohawk Commercial
motivation questions
Motivators of Change
multiple credits
Multiple Intelligences Theory
musical learners
Myers, Mervyn
net income (EBITDA), as measure of performance
new competitive wins
new customer selling
new market selling
noncash rewards
objectives
in Performance Measure Cube
in Sales Compensation Diamond
setting
strategic objective measures for sales managers
operating profit, as measure of performance
opinion leaders, in change management
over-allocation, in setting quotas
pay mix
calibrating
defined
fixed dollar incentive
fixed mix incentive
importance as motivator
salary in
in Sales Compensation Diamond
for sales managers
sales roles in setting
payout curve
penetration selling
performance measures
categories of
conflicting
defined
developing
frequency of
levels and timing for
Performance Measure Cube
pitfalls of using
simplicity of
performance thresholds
defined
establishing
in Sales Compensation Diamond
pipeline
Pointer sales role
characteristics of
incentives for
pay mix of
Potential Storm, in change forecast
preferred provider buying process
Product dimension, of C-Level Goals
product penetration
product responsibility
product/service mix
program evaluation
program assessment in change management
in Sales Compensation Diamond
of sales compensation plan
proposals submitted to customer
prototypes requested by customer
qualitative measures of performance
quotas
account-opportunity driven
bottom-up approach to setting
challenges of setting
defined
Enablement and
historic
market-opportunity driven
methodologies for
objectives and
over-allocation in setting
people and process in setting
quota-based mechanics
in Sales Compensation Diamond
sales effectiveness versus
success factors for setting
target incentives and
team participation in attaining
Ramchandani, Ramesh
rate-based mechanics
recognition
representation questions
resistance to change
results questions
retention selling
Retriever sales role
characteristics of
incentives for
pay mix of
revenue
as measure of performance
in measuring strategic value
revenue growth strategies
aligning sales roles to
described
sales manager role in
Revenue Roadmap
applying concepts in
change management and
C-Level Goals
Customer Coverage in
development of
Enablement in
importance of
Insight in
overview of
purpose of
Sales Compensation Diamond
Sales Strategy in
Reverse Robin Hood Principle
rewards
risk questions
Robin Hood Principle
Reverse Robin Hood Principle and
roll-up
rotational assignments
salary, in pay mix
salary/incentive ratio
Sales
sales capacity, market opportunity and
sales channels
channel acquisition role
channel management role
channel responsibility
Customer Coverage and
sales compensation, for sales managers
Sales Compensation Diamond
C-Level Goals and
evaluation
governance
levels and timing
measures and priorities
mechanics
objectives and quotas
operations
overview of
pay mix
performance threshold
target pay
team alignment
upside potential
sales compensation plan aligning to sales strategy
building blocks of
C-Level involvement in development
differentiating top performers
evaluating
importance of
moving away from transaction model of selling
sales role dimensions in
strategic sales compensation report card
see also Revenue Roadmap
sales crediting balance
sales effectiveness
sales expense
Salesforce.com
SalesGlobe
sales management
creative problem-solving in
growth strategies and
incentives for sales managers
leadership skills in
motivating managers
moving salespeople into
removing barriers for sales team
team development in
Sales Management Offer
sales objectives
sales operations
career map and
nature of
operations responsibility
in Sales Compensation Diamond
sales pipeline value
sales potential
sales process
Customer Coverage and
sales process responsibility
sales roles
aligning to revenue flows
big picture on
canine counterparts
Customer Coverage and
dimensions of
management responsibility
marketing/technical/operations responsibility
market segment/channel responsibility
product responsibility
sales process responsibility
sales strategy responsibility
Sales Strategy
approach to market
products and services
in Revenue Roadmap
sales strategy responsibility
segmentation and targeting
value proposition
sales strategy responsibility
scalable approach, to setting quotas
Schaknowski, BJ
Schmidt, Jeff
segmentation
customer
market segment/channel responsibility
in Sales Strategy
Selden, Larry
selling branch manager
Semicoa Corporation
seminars
Service Dog sales role
characteristics of
incentives for
pay mix of
Sides, Jim
simplicity questions
single credit
Smooth Sailing, in change forecast
solution selling
defining the solution
incenting solution sales
special projects
split credit
stock programs
stock units
strategic accounts
creative selling
customer decision-making and
defining
mega deals
sales crediting balance
solution selling
strategic sales compensation report card
strategic value
Summerfield, Andy
Talent dimension, of C-Level Goals
target incentive
determining
in Sales Compensation Diamond
Target Total Compensation (TTC)
Target Total Compensation (TTC)
team alignment
nature of
in Sales Compensation Diamond
team development in sales management
see also sales management
team participation
technical responsibility
thank-you calls
Theory of Multiple Intelligences
thresholds
defined
reasons for using
reasons not to use
total rewards statement
touch revenue
training and development
transactional sales
trophy value
University of North Carolina, Kenan-Flagler Business School
upside potential
caps on
creating
defined
factors determining
Reverse Robin Hood Principle and
in Sales Compensation Diamond
thresholds and
value proposition
Verizon Enterprise Solutions
visual learners
voice of the customer
The Weather Channel
Young, Lucky