Knowledge Center

October 29, 2020

Challenges of the Front-Line Sales Manager in COVID-19

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 1, 2020

Quotas: History is History

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

Thresholds in the Age of COVID-19

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

Corporate Bonuses in the Age of COVID-19

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 […]

August 17, 2020

While the pandemic has changed the way a lot of business gets done, many core values and practices of B2B selling aren’t going anywhere — though some will need to be reimagined, realigned, and redefined for a post-COVID age.

The New Normal: What Lies Ahead for Sales

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 […]

June 22, 2020

Sales Design Thinking to Solve Quota-Setting Issues During COVID-19

by Mark Donnolo In my latest book, Quotas! Design Thinking to Solve Your Biggest Sales Challenge, I introduce Sales Design Thinking, a problem-solving methodology adapted from […]