Insights
December 9, 2020
Defining sales roles has a direct connection to the sales compensation plan. When identifying the roles, consider these six dimensions. A sales role (channel or job) [….]
November 12, 2020
This is the second in a two-part series. Read part 1 here. While the group of folks charged with designing a sales compensation plan can put […]
November 5, 2020
This is the first in a two-part series. Read part two here. We updated this post, not because it’s an election year, but because this year […]
October 29, 2020
Every Friday at 1:00pm ET SalesGlobe’s Rethink Sales Round Table takes a fresh look at the future of sales in a rapidly changing world. Each week, […]
October 22, 2020
When it comes to designing a sales compensation plan, it helps to have months of input and design meetings. This year, even the most well-prepared companies […]
October 15, 2020
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
At the root of every company is a sales team: that group sales reps that are tenacious souls, who were squeezed in middle seats without upgrades, […]
October 1, 2020
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
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
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 on […]
September 1, 2020
Driving the Right Behaviors with Your Comp Plan by Michelle Seger We recently received a question from a sales operations leader who reviewed the Sales Compensation […]
August 17, 2020
by Michelle Seger COVID-19 has changed day-to-day life as most of us know it, and the sales profession is no exception. We’re hearing a lot about […]