In his book, Quotas! Design Thinking to Solve Your Biggest Sales Challenge, SalesGlobe Managing Partner Mark Donnolo explains the three levers of quota setting: people, sales capacity, and market opportunity. These pivot points have been dramatically impacted by the pandemic. Sales capacity has been affected, with many roles adjusting to a virtual setting, while market opportunity has dramatically shifted.
In this webcast, Donnolo and SalesGlobe Partner Michelle Seger, will examine what companies are doing today, how to understand your unique quota challenges, and how to approach solving your quota challenges with methods you can adapt to the evolving future. We’ll also look at the implications of your quota decisions on sales compensation.
What you’ll learn:
• What companies are dealing with and doing about quotas and sales compensation
• How you can manage quotas that were set for this fiscal year to consider changes in the market
• How you should plan for next fiscal year, beyond the curve into 2021, when demand forecasting is so difficult
• How to use a logical approach to rethink market opportunity and sales capacity to continue to grow in an uncertain environment
Mark is founder and managing partner of SalesGlobe, a leading sales effectiveness, consulting, and innovation firm. For over 25 years, Mark has worked with Global 1000 organizations on strategies to grow revenue.
SalesGlobe focuses on helping companies grow profitably by developing and implementing strategies that improve the effectiveness of sales, marketing, and service organizations. Areas of focus include sales strategy, customer segmentation, channel strategy, sales organization design and deployment, performance management, and incentive compensation.
Mark is the author of numerous books and articles. His latest book is Quotas! Using Design Thinking to Solve Your Biggest Challenges. Mark’s earlier books on sales effectiveness and reward include: Essential Account Planning; What Your CEO Needs to Know About Sales Compensation; and The Innovative Sale.
Michelle is Partner and Global Sales Strategy Leader for SalesGlobe. She is known for her unconventional thinking style, ability to identify with her clients and successfully navigate an organization through change.
Michelle consults, designs, and implements solutions across a range of industries including technology, manufacturing, financial services, telecom, hospitality, retail, and consumer products. As a previous business owner of an international retail franchise, she understands the challenges business leaders face in a complex global business model.
Michelle is a keynote and conference speaker and is frequently quoted in the national business and trade media on current and changing business trends that impact people, shape behaviors and drive performance and culture.