Exploring the complexities of quota challenges, this book offers innovative solutions through Mark Donnolo's problem-solving framework. It presents quota design strategies and scalable methods, enriched by insights from CEOs and senior leaders. Aimed at professionals involved in setting and achieving quotas, it provides valuable perspectives and practical tools for effective quota management.
Focusing on the importance of strategic planning in driving revenue, Mark Donnolo combines his expertise with insights from industry professionals to create a practical guide. He introduces a five-point framework designed to tackle common objections to account planning, including issues of commitment, ownership, and time management. Through real-world stories and expert interviews, the book equips readers with actionable strategies to enhance their sales enablement efforts.
Put simply: money motivates. Yet most senior executives fail to see the big picture--and the strategic power of incentives. Learn how to evaluate and improve your sales incentive plan and help your organization reach its ultimate goals.