Articles

December 20, 2021

Choosing the Right Contract Value For Your Sales Incentive Plan

As companies move to XaaS sales models with multi-year contracts, their sales incentive plan decisions must also account for choosing the best contract value calculation to […]
December 5, 2021

Dear Sales Management: You’re Setting Quota Wrong

Companies spend a lot of precious time and energy developing their sales strategies and programs for the coming year. Something that arguably is necessary and demands […]
July 9, 2021

How Can We Shift Our Business From Transactional Product Sales to Anything as a Service?

Alignment to Your Revenue Roadmap and Driving the Right Behavior Shifting a business from traditional products and services to SaaS and XaaS requires a laser focus […]
June 17, 2020

Planning for Post-COVID-19 Recovery: What is Your Biggest Sales Challenge Today?

by Michelle Seger So much has happened in 2020 that has impacted businesses and sales, the backbone of our global economy. To help put some perspective […]
October 28, 2019

Scattered Sales Enablement Resources: How to Align Them for Better Results

Whether speaking with HR, IT, Training, Finance, or another business unit, the Sales leader needs to begin with: “If I had X, it would drive revenue […]
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 (ATD press). […]
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 […]
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