Sales Compensation for Results
The new book from Mark Donnolo. Don’t just learn sales compensation. Learn to think like a sales compensation problem solver and get the results your organization needs.
Inside the Book:
- Think like a sales comp problem solver: learn to leverage benchmarks and best practices, not just repeat them
- A proven design methodology with quota solutions, plan mechanics, financials, and ROI
- The new frontiers: AI in sales compensation and career pathing
Get the Book for 50% Off
The new book from Mark Donnolo, coming this October.
- 50% off the cover price when you order now
- Four sample chapters delivered to your inbox instantly
- Your copy the moment it releases this October
Mark Donnolo is Founder & Managing Partner of SalesGlobe and the author of Quotas!, The Innovative Sale, and What Your CEO Needs to Know About Sales Compensation.
Mark has pulled together the most salient operational topics in sales compensation and provides a fresh perspective on how to work through them.
Rick ButlerVP Global Sales Compensation, ServiceNow
Welcome to Sales Compensation for Results!
I’ve been solving sales compensation problems and creating great sales compensation programs for over thirty years, with hundreds and hundreds of companies ranging from the Global 1000 to small and mid-sized companies.
At SalesGlobe, we’ve been developing and honing cutting-edge methodologies, content, and tools from decades of experience, and continuously adding new ideas that include some of the latest developments in sales compensation.
Now, I’m ready to share it all with you.
Mark DonnoloFounder & Managing Partner, SalesGlobe
Become a Great Sales Compensation Problem Solver
My goal for you in this book is not just to learn about sales compensation. I want to teach you how to think about sales compensation, and most importantly, to become a great sales compensation problem solver, to get the results your organization needs.
Stop repeating the same old solutions.
Please don’t confuse charts and graphs with the real goal. This book contains all the analytics and examples to support you. But there is no shortage of people who know lots of sales compensation facts, who can cite “benchmarks and best practices,” and who have opinions about sales compensation.
There are too few people who are true sales compensation problem solvers and know how to use sales compensation to get business results. Becoming one of those great problem solvers will set you apart, and it will enable you to set your organization apart with the impact you can get for your business.
What Sales Comp Leaders Are Saying
Early praise for Sales Compensation for Results from the leaders who live this work every day.
Many sales compensation professionals understand how the mechanics work. Far fewer understand what behaviors those mechanics will drive and why. This book is both a guide and a toolkit for becoming a trusted sales compensation advisor: someone who can help leadership determine which compensation plan is best suited to the sales strategy and will drive the behaviors needed to execute it.
Dr. Robert BieshaarSenior Director, GTM Performance Management, Autodesk
Mark is one of the most respected voices in sales compensation today. This book captures his latest insights on quotas, compensation plan design, and the evolving role of sales incentive programs. More than a guide to compensation mechanics, it provides a strategic perspective on how compensation decisions shape employee behavior, business outcomes, and organizational success. It also addresses a topic that is too often overlooked: the career path and professional development of sales compensation practitioners. This is a must-read for sales compensation and sales operations professionals seeking to elevate their impact, drive better business results, and build a successful career in the discipline.
Mike GutmacherDirector, Sales Performance Management, TransUnion
The best sales compensation plans don’t simply reward results, they shape behavior, reinforce strategy, and create accountability for growth. Mark provides a practical roadmap for connecting compensation decisions to business outcomes, with clear frameworks that stand up in complex global organizations. This is a valuable resource for anyone responsible for aligning sales performance, profitability, and incentive investments.
Maria Oczko-CanantVP, Sales Compensation, HP, Inc.
Sales compensation is one of the main levers a company has to turn strategy into daily behavior, but most organizations pull it with a surprisingly shallow design behind it. Mark Donnolo gives you frameworks that trace every plan decision, roles, measures, pay curves, quotas, straight back to the C-Level goals they’re meant to serve, and then straight through to the growth and cost results on the other side. Twenty years into this work, and this book changed how I think about effectively incentivizing sales. Read it before you build your next plan.
Leo RochaSenior Director, Compensation, CHG Healthcare
Sales compensation is one of those topics where everyone believes they are an expert, but few actually ask the important questions that precede the plan designs everyone is obsessed about. Mark shows how to align strategy, job roles, and plan design in a manner that executive leadership can understand and that can turbocharge your company’s revenue growth.
Joshua SivaslianVP of Global Sales Compensation, Planning and Performance, Workiva
Most compensation books assume a sales cycle that closes inside the fiscal year. Mark doesn’t. His treatment of design wins and customer-recognized milestones as payable measures holds up in a semiconductor environment. Mark also shows the math on how uncapped, steeply differentiated plans can be cheaper than intuition suggests.
Anu AgrawalDirector, Incentive Compensation Strategy and Operations, Marvell Technology
In my dog years in sales comp across industries, I’ve learned one universal truth: nobody’s comp problem is really about comp. Mark Donnolo teaches you to pop the hood before you order the new engine. It’s essential for rookies and a humbling tune-up for the rest of us.
Ashwin RamakrishnanSr. Director, Incentive Compensation, AutoNation
A Look Inside
Great visuals to simplify and connect, analogies and metaphors to make the ideas stick, and some marginally funny dad humor to keep you moving.
Business Books Are Boring. Sales Compensation Isn’t.
My frustration with books about sales compensation, and with business books in general, is that they’re dry. They’re boring. Once you put the book down, you can’t quite seem to pick it back up.
But sales compensation is an exciting topic. It’s critically important to the organization: it’s the largest single annual investment for almost any sales organization, with the expectation of a significant return. And it’s critically important to the salespeople who practice the profession of solving customer problems, exceeding customer expectations, and growing their businesses. Sales compensation is their financial fuel, their directional guidance, and a major component of their drive to succeed.
So if sales compensation is that important, shouldn’t reading about it, and learning how to use it to make the lives of your organization, sales team, and customers better, be exciting as well?
This book is essential for anyone who wants to solve problems and get results. I’ve written it to engage, challenge thinking, and inform, so that when you put it down, you’ll keep picking it back up (with its dog-eared, highlighted, sticky-noted pages) and keep using it over and over.
May this book help you solve all your problems… your sales compensation problems… and may you have fun and enjoy it along the way.
Explore the Sales Compensation for Results Platform
The book is just the start. The Sales Compensation for Results platform brings the methodology to life with new content, tools, and training from SalesGlobe. Start with the free content and see it for yourself.
Earn 5 recertification credits towards WorldatWork designations.
Sales Compensation for Results qualifies for recertification credit for the Certified Compensation Professional® (CCP®), Certified Benefits Professional® (CBP), Global Remuneration Professional (GRP®), Certified Sales Compensation Professional (CSCP)® and Certified Executive Compensation Professional (CECP)® designations granted by WorldatWork. For more information on recertification, visit the WorldatWork recertification webpage at https://www.worldatwork.org/certification/recertification.
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