On the surface, quota setting seems easy: allocate the corporate sales target down through the ranks. In practice, quota setting is very complicated, which introduces many opportunities for error.
Find best practices on how to align sales compensation with business strategy and ensure optimal administration and integration with other departments.
A growing number of high-profile legal cases make a painfully clear point: aggressive, revenue-only sales incentive plans can lead to unethical sales behavior,
The following article is based on an interview with Mark Roberge. He is an Advisor to HubSpot and former Chief Revenue Officer of HubSpot’s Sales Division.
During a drive from Atlanta to Chapel Hill, Mark Donnolo was interviewed about his forthcoming book: Quotas! Design Thinking to Solve Your Biggest Sales Challenge (due October
While Daniel Pink had many powerful insights and recommendations for the sales profession in his book To Sell is Human, in one key respect he was wrong. He asserted