One of the top sales compensation challenges we see is how to set effective quotas. Successfully setting quotas is part science: part process and numbers-driven. It’s also part art: part human and thought-driven. So what is the right balance between these two, and how can companies continually and effectively set quotas? This 38-page report features a panel discussion with a team of experienced sales operations executives, facilitated by Mark Donnolo, as well as research from SalesGlobe.
SalesGlobe Headlines
We are now gathering information for the 2013 Staffing Industry Sales & Service Compensation Survey which covers major sales and recruiting roles, pay practices, and performance data for the staffing industry’s leading companies.
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“You cannot afford to overpay or underpay salespeople. Mark Donnolo knows the strategies and the formulas that work. What Your CEO Needs to Know About Sales Compensation will balance the books, the compensation, the profit, the morale, the retention, and the growth. It will also balance the power between salespeople and the rest of the company. This book is a MUST read, MUST do!”
-Jeffrey Gitomer- Author of The Little Book of Leadership and The Little Red Book of Selling
Who we are
SalesGlobe helps companies connect their sales strategies to the bottom line. We provide a range of sales effectiveness services that concentrate on sales transformation, sales process and sales coverage design, sales compensation and sales operations management. We offer management consulting, team coaching and operational outsourcing.
Our focus is always on profitable growth for our clients. We structure each initiative around helping you reach a specific financial or strategic objective. The success of our work is based on the success of your business.
Unlike other firms, we take a truly creative approach to addressing sales effectiveness challenges. We combine the analytical with the creative through our innovative solution development. We push your team’s thinking to produce new ideas.
We apply our proven processes and tools, leveraging decades of experience with similar businesses, around each sales effectiveness discipline. This helps you move efficiently to the right answer.
We understand the people side of sales effectiveness and develop programs that consider your culture and the strengths of your team. We’re committed to attaining your goals and work side by side with your team through the most challenging changes.
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Featured Publications
Coaching is a critical role for sales managers. Despite its importance, however, it is under-practiced in many organizations. In this 100-page report we explore some of the challenges and solutions for effective sales coaching. Speakers include Matthew Doherty, head basketball coach at SMU, former head coach of The University of North Carolina, and a player on the UNC 1982 championship team with Michael Jordan; Stephen Young, former senior vice president of corporate and government markets for Verizon Business; and Renee Robertson, director of talent development for Verizon Business.
Major sales transformation is not an infrequent event among leading businesses, but it’s not easy or a guaranteed success. This 72-page report features two keynote speakers and a panel of experts. Boland T. Jones, founder, chairman and CEO of PGi, describes transformation to stay ahead of both competitors and emerging trends that may yield new threats. Mark Schortman, vice president and general manager of Coca-Cola Enterprises and chairman of the board of Coca-Cola Bottlers’ Sales and Services Company, discusses his approach to continuous transformation and evolving the organization on a frequent basis.
Evaluating and designing the sales compensation plan can be a daunting task due to its complexity and the implications on the success or failure of the sales organization. Everyone has an opinion about the sales compensation plan and everyone is an expert. However, moving ahead without a clear understanding of how to evaluate and approach the issues is a recipe for disaster. Learn to identify the issues and simplify the process in this article by Mark Donnolo.