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 […]
September 12, 2019

How Do You Link Pay & Performance?

You have to start by rethinking your sales compensation. Want to learn more about it? Start from the beginning! 
August 29, 2019

Setting Effective Quotas to Motivate the Front Line

by: Mark Donnolo The Speed of Quotas It was spring break, sunny and warm. I had thoughts of the ocean on my mind as I cruised […]
August 15, 2019

Rethinking Sales Compensation

What happens when the sales leadership team takes a hard look at its sales compensation plan? Do they talk with their calculators? Is a spreadsheet the […]
August 1, 2019

Common Pitfalls of Mergers and Acquisitions

When two become one. by: Michelle Seger When you hear the phrase “when two become one” what does it call to mind? Marriage? Fred Astaire and […]
July 25, 2019

What Bewitched Can Teach Us About Change Management

Planning and Communication Deliver Magical Results by: Mark Donnolo In my new book, Quotas! Design Thinking to Solve Your Biggest Sales Challenge, I describe a situation […]