One of the top sales compensation challenges we see is how to set effective quotas. Successfully setting quotas is part science: part process and numbers-driven. It’s also part art: part human and thought-driven. So what is the right balance between these two, and how can companies continually and effectively set quotas? This 38-page report features a panel discussion with a team of experienced sales operations executives, facilitated by Mark Donnolo, as well as research from SalesGlobe.
Publications
SalesGlobe and the SalesGlobe Forum produce a multitude of publications available exclusively for the use of its members, which can be accessed by logging into the Member section or through request to your SalesGlobe Forum account representative. Our articles and reports offer in-depth content that includes research, session content, and innovations from SalesGlobe. Below are a few samples of the publications we have in the Member section.
Coaching is a critical role for sales managers. Despite its importance, however, it is under-practiced in many organizations. In this 100-page report we explore some of the challenges and solutions for effective sales coaching. Speakers include Matthew Doherty, head basketball coach at SMU, former head coach of The University of North Carolina, and a player on the UNC 1982 championship team with Michael Jordan; Stephen Young, former senior vice president of corporate and government markets for Verizon Business; and Renee Robertson, director of talent development for Verizon Business.
Major sales transformation is not an infrequent event among leading businesses, but it’s not easy or a guaranteed success. This 72-page report features two keynote speakers and a panel of experts. Boland T. Jones, founder, chairman and CEO of PGi, describes transformation to stay ahead of both competitors and emerging trends that may yield new threats. Mark Schortman, vice president and general manager of Coca-Cola Enterprises and chairman of the board of Coca-Cola Bottlers’ Sales and Services Company, discusses his approach to continuous transformation and evolving the organization on a frequent basis.
Evaluating and designing the sales compensation plan can be a daunting task due to its complexity and the implications on the success or failure of the sales organization. Everyone has an opinion about the sales compensation plan and everyone is an expert. However, moving ahead without a clear understanding of how to evaluate and approach the issues is a recipe for disaster. Learn to identify the issues and simplify the process in this article by Mark Donnolo.
Sales operations is still a relatively young field, and many companies are in different stages of development. It tends to be a catch-all – and unfortunately sometimes a dumping ground – for sales and marketing. Anything that’s taking away from sales productivity often ends up in sales operations. In this 33-page report from we explore the topic of structuring sales operations through a webinar conducted with sales operations leaders as well as research conducted by SalesGlobe.
Sales compensation is often approached haphazardly by companies resulting in inconsistent plans that produce poor results. The Sales Compensation Design Process – included in this report – is a best practice approach that covers each of the major sales compensation elements. If time permits, we encourage you to go through the full process. But sometimes we need a simpler approach to looking at a sales compensation plan under the pressure of the clock. So how can you do this relatively efficiently? This 36-page report features a panel discussion from several sales compensation executives.
Sales Training & Development Audit and Action Plan Two weeks to align your development program to fit your strategy and team and drive performance.