Mark Donnolo

It takes two: People and performance analytics for sales compensation

Sales compensation dashboards are common, but they usually tell only half of the story. Two sides to your dashboard are available that can lead to growth: productivity metrics and people metrics, and looking at only one side gives you only half the picture. Many organizations determine if their sales compensation plans are working by gathering […]

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Solve your quota setting challenge: Start with Design Thinking

You’re probably familiar with philosopher George Santayana’s admonition, “Those who cannot remember the past are condemned to repeat it.” While that’s hard to dispute, most of us will admit to occasionally falling short. And when we do remember not to forget, we don’t always question history in a meaningful way. A recent survey of a […]

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