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 […]
July 22, 2019

How to Drive the Right Behavior with Your Sales Comp Plan

The Revenue Roadmap℠ Aligns Compensation with Sales Strategy By: Mark Donnolo On a chilly morning in Sacramento, I sat perched on a vinyl bench seat, warily […]
June 21, 2019

Solve Your Sales Problem: First Redefine the Challenge

Or How Design Thinking, and a Little History, Fixed My Engine No doubt you are familiar with philosopher George Santayana’s admonition: “Those who cannot remember the past […]