Insights
April 11, 2018
Think Big: Making Your Account Planning Aspirational featuring Mark Donnolo, Managing Partner at SalesGlobe and Glenn Hoogerwerth, President – Enterprise Software and Consumer at Aricent
April 7, 2018
In today’s performance-driven business environment, the concept of capping sales compensation continues to generate strong reactions. Finance departments often advocate for caps as a tool for […]
February 20, 2018
By Mark Donnolo Are you unsure why you should map out your accounts, or how to do it? Let me walk you through the basic concepts […]
February 15, 2018
Join Mark Donnolo, author of Essential Account Planning, The Innovative Sale, and What Your CEO Needs to Know About Sales Compensation, for a six-part webinar series […]
February 1, 2018
A manufacturing company was asked by senior leadership to double in revenue within a five year period. The existing infrastructure operated in five separate business units. […]
January 31, 2018
Challenge 2: Sales Organization A manufacturing company’s existing infrastructure operated in five separate business units, each with its own sales force. The result was multiple sales […]
January 28, 2018
Sales leaders in the telecom industry face unique sales performance management (SPM) challenges, including shifting sales roles, pay competitiveness, and selecting the right performance measures. […]
January 28, 2018
Sales leaders in the manufacturing industry face unique sales performance management (SPM) challenges, including aligning incentive compensation to the C-Level Goals℠, motivating sales people through […]
January 28, 2018
Sales leaders in the high tech software industry face unique sales performance management (SPM) challenges, including managing through shifting strategies, aligning performance measures to the […]
January 6, 2018
Our studies show that average sales organization spends less than half of their time focused on selling activities. In other words, over 50% of their time […]
December 20, 2017
Strategic account planning is an essential part of any high-performing sales organization. It brings together critical information about your customer, your competitors and your strategy to […]
November 20, 2017
Sales compensation dashboards are common, but how do you know which numbers are right for your business? Many organizations determine if their sales compensation plans are […]