Quotas!: Design Thinking to Solve Your Biggest Sales Challenge

by Mark Donnolo (Author)

Every quota challenge has a story.

Sales quotas aren't all about the numbers.
Quotas! Using Design Thinking to Solve Your Biggest Sales Challenge sheds new light on quota challenges, the story behind them, and the methods to solve them. Many organizations struggle to reach effective, market-driven sales quotas, with more than half reporting quota setting as one of their top sales dilemmas. Instead of wrestling over the number, author Mark Donnolo contends that organizations can better achieve effective sales quotas by applying a problem-solving approach. With decades of experience working with major organizations on successful sales strategies, he offers engaging stories embedded with business problems and poses challenge questions to prompt a creative, five-step design-thinking process.
Chapters feature quota design frameworks and a range of applicable, scalable methods. You'll also find rare, expert guidance through the candid perspectives and advice of CEOs and other senior leaders. This book is a must-read for those who help set quotas as well as those who fulfill them.

About the Author
Mark Donnolo is a founder and managing partner of SalesGlobe, a sales effectiveness consulting firm that works with major sales organizations on sales strategies to grow revenue. He has worked for over 25 years with the sales and marketing organizations of major companies, including Comcast, LexisNexis, UPS, Harland Clarke, Radian, and Robert Half. Mark is the author of The Innovative Sale: Unleash Your Creativity for Better Customer Solutions and Extraordinary Results, What Your CEO Needs to Know About Sales Compensation: Connecting the Corner Office to the Front Line, and Essential Account Planning: 5 Keys for Helping Your Sales Team Drive Revenue