New Problem-Solving Approach to Set Quotas: Success Through Sales Design Thinking
ALEXANDRIA, Va. (PRWEB) October 15, 2019 -- Setting ineffective sales quotas hampers companies’ abilities to reach goals and target compensation, leading to higher turnover, hindering companies’ abilities to attract top talent, and lowering the sales organization’s motivation. In Quotas! Design Thinking to Solve Your Biggest Sales Challenge (ATD Press), Managing Partner of SalesGlobe and author Mark Donnolo introduces Sales Design Thinking, a five-step iterative problem-solving process to setting quotas.
For many companies, setting effective quotas is elusive because they try to solve the quota problem with the same timeworn approaches or avoid the problem altogether. Sales organizations continue to shoulder the burden of misallocated numbers that affect their teams and the companies.
“Rather than battling with who gets the number, solving the quota problem requires new thinking to break down the challenge into its components and apply a problem-solving approach that engages the organization. This book does that,” says Donnolo. “It is for the C-Suite, sales leadership, sales operations, and frontline sales. It addresses sales leaders’ needs to set effective quotas as well as sales representatives’ needs to get a fair quota for themselves. And it looks at quotas in a new and practical light, beginning with understanding your quota challenge and the story behind it.”
According to SalesGlobe research from more than 140 companies, quota-setting is one of the top sales effectiveness challenges for most companies. It is also the top sales compensation challenge for most companies. Donnolo notes that most companies struggle with the data and the people dynamics and processes required to effectively set and manage quotas. Donnolo discusses a pattern of success for companies that are effective with quotas that includes the interaction of people, market opportunity, and sales capacity and provides the results of this research throughout the book to illustrate his approach.
Quotas! is available through ATD Press at td.org/books/quotas.
About Mark Donnolo
Mark Donnolo is the founder and managing partner of SalesGlobe, a leading sales effectiveness consulting and innovation firm. He is the author of Quotas! Design Thinking to Solve Your Biggest Sales Challenges, The Innovative Sale, What Your CEO Needs to Know About Sales Compensation, and Essential Account Planning.
For more than 25 years, Donnolo has worked with Global 1000 organizations on strategies to grow revenue. His experience spans multiple industries including technology, telecommunications, business services, manufacturing, financial services, and healthcare.
Donnolo holds a master of business administration from the University of North Carolina at Chapel Hill and a bachelor of fine arts from the University of the Arts in Philadelphia, Pennsylvania. He has served on the alumni council for Kenan-Flagler Business School and the board of trustees for the University of the Arts.
About ATD and ATD Press
The Association for Talent Development (ATD) is the world’s largest association dedicated to those who develop talent in organizations. ATD’s members come from more than 120 countries and work in public and private organizations in every industry sector. ATD Press publications are written by industry thought leaders and offer anyone who works with adult learners the best practices, academic theory, and guidance necessary to move the profession forward. For more information, visit td.org/books.
Quotas: Design Thinking to Solve Your Biggest Sales Challenge
ISBN: 978-1-950496-23-5
216 Pages
Paperback
To order books from ATD Press, call 800.628.2783.
To schedule an interview with Mark Donnolo, please contact Kay Hechler, ATD Press senior marketing manager, at [email protected] or 703.683.8178.
Paula Ketter, Association for Talent Development, http://td.org, 703-683-8100, [email protected]
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