Mark Donnolo

Quota setting is consistently at-or-near the top of the list of sales compensation challenges for most companies. Sales organizations often receive “the number” from corporate, with no visibility into what went into it. And often, “the number” has been padded at each step in the process, so when it finally reaches the field, it has no clear connection to the original number or the actual market opportunity. That can lead to dissatisfaction, frustration, and ultimately, falling short of… Show more

Quota setting is consistently at-or-near the top of the list of sales compensation challenges for most companies. Sales organizations often receive “the number” from corporate, with no visibility into what went into it. And often, “the number” has been padded at each step in the process, so when it finally reaches the field, it has no clear connection to the original number or the actual market opportunity. That can lead to dissatisfaction, frustration, and ultimately, falling short of achieving the goal.

Connecting the front line to the corner office – by connecting quota, territory and compensation – turns a top-down into a bottom-up approach, gains buy-in from the sales team and avoids the pitfalls that happen when the corporate goal is imposed on the sales organization.

Mark Donnolo sheds light on new ways to approach quota-setting by applying the Sales Design ThinkingSM process and taking into account the levers that hold the key to setting the number and meeting the company goal.

In his upcoming book, through numerous stories and examples, you will learn a practical data driven approach to uncover the sales capacity of your team and the impact it has on getting to your goal. You will also explore an approach to increasing sales capacity without simply adding headcount. We will also delve into the importance of market opportunity, and how to transition your business from a historical view to understanding what the actual white space and green space opportunity is in your market.

Finally, you will discover the positive impact this approach will have on quota attainment and the buy-in you will get from your team to go out and hit their number. Show less

"Essential Account Planning" blends Mark's years of experience with expert interviews and stories to show you how planning can reliably drive revenue. The five-point framework will prepare you to address the arguments you're certain to hear against account planning, such as lack of commitment, ownership, and time.

Each sales organization is unique, but most have similar challenges and succeed using common principles. And chances are, sales reps in your company already perform many of… Show more

"Essential Account Planning" blends Mark's years of experience with expert interviews and stories to show you how planning can reliably drive revenue. The five-point framework will prepare you to address the arguments you're certain to hear against account planning, such as lack of commitment, ownership, and time.

Each sales organization is unique, but most have similar challenges and succeed using common principles. And chances are, sales reps in your company already perform many of these account planning tasks, albeit on the fly or independent of others. This book's ready-to-use tools and templates will help you get everyone on the same page to deliver immediate results. Show less

"The Innovative Sale" draws upon Mark Donnolo's work as a designer in New York and his 20+ years in sales effectiveness with major corporations to help sales executives and sales people become more innovative problem solvers. It brings together right-brained creative principles from leading design innovators with approaches from top sales executives to reveal tools the sales organization can apply to create differentiated strategies to win sales. Get it on Amazon and BN.com.

"What Your CEO Needs to Know About Sales Compensation" is available in stores and online at Amazon.com and Barnes&Noble.com.

The book looks at how senior executives use incentives to connect the strategy to the front line. It includes interviews with senior executives from leading companies as well as stories and models executives can use to leverage the power of incentives.