October 9, 2018

What Star Trek Can Teach Us About Sales Operations

By Mark Donnolo and Michelle Seger In high-performing companies, the sales operations function is the back-office engine that helps the sales organization drive revenue and profitability. […]
May 16, 2018

Dear Sales Management: You’re Setting Quota Wrong

How can sales management set effective quotas for the sales team? That question still stumps even the most modern sales leaders. Many end up reverting to […]
May 14, 2018

How to Build a Better Sales Compensation Plan

How do you improve your sales compensation plan to ensure you drive profitable growth? Here are the challenges to overcome and the best practices to follow. […]
April 9, 2018

Selling Success

By Mark Donnolo It’s critical to connect your front-line sales team to company’s overall goals and strategy to drive profitable growth. We call these big goals […]
March 16, 2018

Conquering Sales Compensation Challenges

This article originally appeared in Manufacturing Today. By Mark Donnolo Manufacturing has undergone a radical transformation in the past 20 years, with a significant increase in […]
January 6, 2018

The Dos & Don’ts of Your 2018 Sales Compensation Programs

This article originally appeared in Telecom Reseller. By Mark Donnolo December 26, 2017 Sales compensation programs are powerful and can be complicated, especially for the telecom […]