Sales Compensation for Results

Highlights on Framing the Plan

A best practice program of content, learning, and tools to make your team better sales compensation problem solvers.

Welcome to the Sales Compensation for Results Program! Sales compensation is one of the organization’s strongest connections between its goals and front-line sales results. It’s also one of the largest costs the company has. So, getting it right to get results is critical.

In this engaging program of content, learning, and tools, Mark Donnolo, CEO of SalesGlobe and author of the books What Your CEO Needs to Know About Sales Compensation and Quotas- Design Thinking to Solve Your Biggest Sales Challenge, takes you on an enlightening adventure to evaluate, design, and implement sales compensation programs for your organization that will get the results you need.

Our mission is not just to help you assess and design sales compensation, but to help you become a better Sales Compensation Problem Solver. Mark uses an educational and entertaining blend of models, examples, data, video, and stories to accelerate your knowledge, change the way you think about sales compensation, and prepare you to create positive impact for your organization.

The program covers problem solving, plan assessment, plan design, quotas, implementation, and communication. The Sales Compensation for Results learning, tools, and insight will enable you and your team to work at a higher level of sales compensation problem solving.

The program includes

  • Video learning content
  • Online tools
  • Best practices
  • Tests to credentialize your team
  • The SalesGlobe Sage AI tool

Framing the Plan - Highlights

In Framing the Plan, we’re learning about the building blocks of sales compensation to build a solid framework for your program. We’ll take a logic-based approach to sales compensation by diving into The Sales Compensation Diamond. We’ll learn about the building blocks of sales compensation including Target Total Compensation, pay mix, upside potential, thresholds, pay differentiation, pay curves, and caps.

Target Incentive, Pay Mix, and Upside

Pay Curves and Pay Differentiation

Pay Caps and Thresholds

Aligning Team and Financials- Change and Governance Highlights

In Aligning Team and Financials, we’re learning about finalizing your plan and making sure the program is effective across roles and plan types. We’re going to finalize the plans by putting the components together and mapping your plans across the organization. We’ll explore some of the practices and structures for effective quota setting.