Quotas! Use Design Thinking to Solve Your Biggest Sales Challenge

Monday, August 26, 2019 12:00pm - 1:00pm EDT

Host: Association for Talent Development
By: Mark Donnolo, Managing Partner, SalesGlobe and Michelle Seger, Global Sales Strategy and Change Management Leader, SalesGlobe

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Quota setting consistently tops the list of sales effectiveness challenges organizations face, with 61% of companies citing it in their top three. In fact, quota problems are often “the canary in the coal mine”–indicating that bigger organizational problems need to be addressed, so fixing quotas alone may not solve the real problem. Whether your quota symptom is the company not hitting its business plan, your sales team not reaching its revenue goals, or your business experiencing high employee turnover, to solve it at the core, you have to start with redefining the challenge . . . the first step in Sales Design ThinkingSM. Then you can apply the right practices to build a high-impact quota solution.

In this webcast, Mark Donnolo, managing partner of SalesGlobe will take you through the Sales Design Thinking process he explores in his latest book, Quotas! Design Thinking to Solve Your Biggest Sales Challenge. You’ll learn about proven methodologies you can apply right away as you begin to uncover real solutions to your organization’s most pressing problems.


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Mark Donnolo
Mark Donnolo

Managing Partner, SalesGlobe

Mark Donnolo is managing partner of SalesGlobe and author of The Innovative Sale: Unleash Your Creativity for Better Customer Solutions and Extraordinary Results and What Your CEO Needs to Know About Sales Compensation. He focuses on helping companies grow profitably by developing and implementing strategies that improve the effectiveness of their customer-facing sales, marketing, and service organizations. His areas of focus include sales strategy, customer segmentation, channel strategy, sales organization design and deployment, performance management, and incentive compensation. Mark’s work spans several industries, including technology, telecommunications, business services, manufacturing, and financial services.

Michelle  Seger
Michelle Seger

Global Sales Strategy and Change Management Leader, SalesGlobe

Michelle is the Global Sales Strategy and Change Management 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.