Sales Lead Management Association Talk Radio: Why Account Planning Delivers Outsized Revenue Results

January 24, 2018

By Jim Obermayer

Account planning is undoubtedly successful in the companies that employ it but its success depends on changes in attitude and processes that salespeople seem to loathe. While the results are invariably stunning, but the adoption in the short term is sometimes slow and in the long term difficult to sustain. In this interview, multiple book author and Mark Donnolo discusses his recent book, Essential Account Planning

How to create a strategic account structure
How to over-come initial resistance to change
Who is involved in account planning
How revenue is measured once a plan is in place (creating a dashboard)
Other reasons and goals for account planning

About the Book Essential Account Planning

Published 2017

136 Pages

Softcover

Amazon Price: $29.93

About Mark Donnolo

Mark is founder and managing partner of SalesGlobe. He is the author of the books The Innovative Sale, What Your CEO Needs to Know About Sales Compensation, and Essential Account Planning.

Donnolo has worked with Global 1000 companies around the world for the past twenty-five years focusing on sales innovation, sales strategy, sales coverage, account planning, sales compensation, and quota setting. Prior to SalesGlobe, Mark held management team positions with three major consulting firms. He also co-founded two venture-backed VoIP technology companies and a venture-backed clean coal technology company.

Mark holds an MBA from The University of North Carolina at Chapel Hill and a BFA from The University of the Arts in Philadelphia. He has served on the Board of Trustees for The University of the Arts and serves on the Alumni Council for Kenan-Flagler Business School. Mark enjoys traveling with his family, writing, drawing, and navigating the forest in his Gator with his trusty English Lab, Winston-Bubba.

About SalesGlobe

SalesGlobe provides 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.