October 10, 2019

Make Quota Setting a Strategic Sales Management Process

During a drive from Atlanta to Chapel Hill, Mark Donnolo was interviewed about his forthcoming book: Quotas! Design Thinking to Solve Your Biggest Sales Challenge (due October 15, […]
September 16, 2019

How to Address Five M&A Sales Effectiveness Challenges

By Mark Donnolo and Michelle Seger Blockbuster mergers like CVS and Aetna, Amazon and Whole Foods, and Cigna and Express Scripts have been in the news […]
July 18, 2019

Michelle Seger on Mergers and Aquisitions for World at Work

70-90% of mergers fail to achieve the anticipated synergy In her latest article for World at Work, Michelle Seger discusses the unique challenges of combining […]
October 31, 2018

Brexit Provides Lessons for Business Continuity in Sales Comp

By Michelle Seger, SalesGlobe  |  July 2017 Brexit, Britain’s formal separation from the European Union, is causing a lot of uncertainty and speculation that company costs will rise […]
October 31, 2018

How to set up a profitable sales compensation plan

Mark Donnolo joins Jim Blasingame to reveal some of the first things to do when establishing a sales compensation plan, including knowing what you want to […]
October 31, 2018

How to Design a Really Great Sales Comp Plan

By Mark Donnolo If you’ve ever been involved in designing a sales compensation plan, you’ve probably heard these questions: How much is the sales compensation plan going […]