October 22, 2020

Rapid Sales Comp

By Mark Donnolo When it comes to designing a sales compensation plan, it helps to have months of input and design meetings. This year, even the […]
October 15, 2020

Five Important Data-Based Predictions for 2021

Sales Roles and Compensation By Mark Donnolo and Michelle Seger Here are five data-based predictions to help sales organizations remain agile and seize opportunities in the […]
October 7, 2020

Will Your Compensation Plan Drive the Right Behaviors in 2021?

By Mark Donnolo At the root of every company is a sales team: that group of tenacious souls, who were squeezed in middle seats without upgrades, […]
October 1, 2020

Quotas: History is History

Most of the time when sales leaders set quotas, they are thinking about market opportunity. And many of those leaders think of market opportunity only as […]
September 24, 2020

Thresholds in the Age of COVID-19

The New “Bus Protocol” by Mark Donnolo In my book, What Your CEO Needs to Know About Sales Compensation, I describe why thresholds are good for […]
September 17, 2020

Corporate Bonuses in the Age of COVID-19

by Michelle Seger We recently received a question from a Chief Operating Officer that I’m sure will resonate this year with sales leaders and executives. “Do […]