Best Practice Video Content

In our flagship program, Mark Donnolo, CEO of SalesGlobe and author of the books What Your CEO Needs to Know About Sales Compensation and Quotas- Design Thinking to Solve Your Biggest Sales Challenge, takes you on an enlightening adventure to evaluate, design, and implement sales compensation programs for your organization that will get the results you need.

Mark uses an educational and entertaining blend of models, examples, data, video, and stories to accelerate your knowledge, change the way you think about sales compensation, and prepare you to create positive impact for your organization.

A Strategic View on Sales Compensation

In A Strategic View on Sales Compensation, we’re examining some of the big sales compensation challenges and how to start your problem-solving by using some powerful problem-solving frameworks. We’ll lay out the foundations for sales compensation by understanding C-Level Goals, The Revenue Roadmap, The Sales Compensation Diamond, and how to evaluate the dimensions of sales roles.

Framing the Plan

In Framing the Plan, we’re exploring the building blocks of sales compensation to build a solid framework for your program. We’ll take a logic-based approach to sales compensation by diving into The Sales Compensation Diamond. We’ll learn about the building blocks of sales compensation including Target Total Compensation, pay mix, upside potential, thresholds, pay differentiation, pay curves, and caps.

Linking Pay and Performance

In Linking Pay and Performance, we’re defining your expectations for each sales role and determining how they’ll be rewarded. We’ll explore how to represent the priorities of each role and make the connection between performance and pay. We’ll cover performance measure types, levels of measurement, and measurement timing. We’ll also examine plan mechanics families and options for rate-based and goal-based mechanics as well as the advantages and limitations of each.

Aligning Team and Financials

In Aligning Team and Financials, we’re finalizing your plan and making sure the program is effective across roles and plan types. We’ll fine tune the plans by putting the components together and mapping your plans across the organization. We’ll explore some of the practices and structures for effective quota setting. We’ll also learn about how you can improve your quota process with the Quota Success Model and the dimensions of People, Market Opportunity, and Sales Capacity.

Operating for Results

In Operating for Results, we’re putting your plan into action. We’ll explore plan governance and how to operate your program. For a well-designed plan to deliver the results you need, you need to manage plan change and communications effectively. So, we’ll learn about how to plan for your change, communicate to the organization with a campaign approach, and then evaluate your performance for next year.

SalesGlobe Sage AI Assistant

The SalesGlobe Sage AI Assistant is your go-to resource for answers and insights on all things sales compensation. Powered by advanced AI technology, SalesGlobe Sage draws from a wealth of best practices and expert knowledge to help you find the solutions you need.

Powered by ChatGPT, customized for SalesGlobe.
Watch the video to see a real-world example in action.

Online Tools

Sales Compensation for Results online tools give you a boost by accelerating your thinking, evaluation, and design. They include best practice methodologies SalesGlobe uses in its consulting work with clients.

Tests to Credentialize Yourself and Your Team

Sales Compensation for Results includes learning confirmation quizzes within the best practice content sessions to make sure you and your team are absorbing the knowledge. At the end of each program, Sales Compensation for Results includes a graded test that you can use to confirm your understanding. You can also use the graded tests to credentialize yourself your team and ensure each team member learns and achieves your desired level of knowledge and capability.