January 17, 2018

MFRTech: Effective Quota Setting in Manufacturing Sales

      January 17, 2018 By Michelle Seger, Global Sales Strategy and Change Management Leader, SalesGlobe While the manufacturing industry is experiencing tremendous change in […]
March 15, 2017

Selling Power: Are Your Sales Quotas Causing Top Performers to Quit

      March 15, 2017 by Mark Donnolo, Managing Partner, SalesGlobe Years ago, I sat in a smoke-filled room with the head of sales for […]
January 25, 2017

Level Eleven: Dear sales management: You’re setting quota wrong

      January 25, 2017 by Briannna Valleskey How can sales management set effective quotas for the sales team? That question still stumps even the most […]
September 6, 2016

Sales and Marketing Management Magazine: Five Quota-Setting Methods (And How to Determine What’s Best for Your Business)

        September 06, 2016 by Mark Donnolo, Managing Partner, SalesGlobe Every year we ask sales leaders, “What’s your biggest challenge with sales compensation?” and […]
February 2, 2016

CEO Blog Nation: Taking the Guess Work Out of Quota Setting And How To Avoid 5 Common Mistakes

      February 02, 2016 by Mark Donnolo, Managing Partner, SalesGlobe Quota problems are consistently near the top of the list of sales compensation challenges […]
October 27, 2014

From History To Opportunity: Five Quota Setting Methodologies

Quota-setting methodologies vary based on the market and types of accounts. Approaches can range from one-size-fits-all, to a historic view to a forward-looking opportunity view. Flat […]
October 20, 2014

10 Ten Success Factors For Quotas Part 2

This is the second in a two-part series of Ten Success Factors for Better Quotas. Click here for Part I. 6. Move Beyond History. Most organizations set […]
October 13, 2014

10 Success Factors For Quotas Part 1

So what makes good quota-setting so challenging? We see 10 issues that make a difference when setting quotas. Knowing the causes and leveraging these success factors […]
October 8, 2013

Three Quota Setting Mistakes to Avoid

Every year we do a survey of the top sales compensation challenges companies face. And every year – consistently – quota setting is the number one […]