Recommended audience

• Head of Sales
• Sales Director
• Account Director
• Sales management & leadership professionals

Type of audience

English-speaking UK and International

Description

Solving Your Real Problem for the New Economy

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 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.

They also look at the implications of your quota decisions on sales compensation.

Key takeaways

· 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 when demand forecasting is so difficult

· How to use a logical approach to rethink market opportunity and sales capacity to continue to grow even in an uncertain environment

CPD Points

CPD Points: One

Presenters

Mark Donnolo - Founder and Managing Partner SalesGlobe

Founder and managing partner of SalesGlobe, author of the books "Quotas! Design Thinking to Solve Your Biggest Sales Challenge", "The Innovative Sale, What Your CEO Need to Know About Sales Compensations", and "Essential Account Planning".

Mark has worked with Global 1000 companies around the world for the past 25 years focusing on sales innovation, sales strategy, sales coverage, account planning, sales compensation, and quota setting. Prior to SalesGlobe, Mark held management team positions with three major consulting firms. He also co-founded two venture-backed VoIP technology companies and a venture-backed clean coal technology company.

Mark holds an MBA from The University of North Carolina at Chapel Hill and a BFA from The University of the Arts in Philadelphia. He has served on the Board of Trustees for The University of the Arts and serves on the Alumni Council for Kenan-Flagler Business School.

Michelle Seger - Partner and Global Sales Strategy Leader, SalesGlobe

Michelle is Partner with SalesGlobe. She works with leadership teams to transform their sales organizations, improve sales productivity, and increase return on the organization’s investment in sales from sales strategy to sales organization, to sales compensation.

She has a concentration on global harmonization for multinational organizations and implementing change within diverse organizations. Considered an expert in her field, 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 behaviours and drive performance and culture

Michelle has over twenty years of industry experience that includes technology, financial services, manufacturing, business services, consumer products, retail and hospitality. Prior to SalesGlobe, Michelle held leadership positions with US Bank, Accenture, Georgia-Pacific, and owned an international Italian franchise.

Michelle holds an MBA Emory University’s Goizueta School of Business, with a concentration in Global Business Management, and a BA in Spanish from Siena College.