Mark Donnolo Mark Donnolo
Mark Donnolo is managing partner of SalesGlobe, a sales effectiveness consulting and services firm, and the author of What Your CEO Needs to Know About Sales Compensation and The Innovative Sale. You can reach him at mdonnolo (at) salesglobe (dot) com.

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Creativity in Staffing Sales: Common Myths


Misperceptions about creativity and innovation are common, especially when it comes to their place in staffing. But creativity not only belongs in the sales organizations of all staffing ...
compensation

How Does Your Sales Comp Plan Compare?


The annual SalesGlobe/Staffing Industry Analysts Sales Force Compensation Survey is open until April 17. This survey is an exclusive benchmark of pay practices for the staffing industry. Leading ...
Checking the annual sales chart with ballpoint pen

How to Set Bad Quotas and Destroy Your Comp Plan


As February draws to a close, have you rolled out your sales quotas? Sales quotas are critical to the performance of a staffing firm, why are they set with so little thought or methodology ...
coaching

Time to Coach Your Sales Staff


Coaching is a critical role for sales managers. But consider your own organization: how many managers spend time each week coaching and developing their teams? If you’re thinking, ...
sales2_large

Setting Sale(s) in the Right Direction


Though it’s hard to believe, 2012 is about to wind down. Sales leaders across the country are looking for ways to continue the momentum through the rest of the year, and drive productivity ...
handshake_money

How Much Should You Pay Your Sales Force?


SalesGlobe recently published the results of its 2012 Staffing Industry Sales Force Compensation Survey, which companies can use to benchmark their sales organizations. The report specifically ...
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