Lockdown to Looking Forward: What you need to know about Quotas in COVID-19
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Lockdown to Looking Forward: What you need to know about Quotas in COVID-19

What you need to know about Quotas in COVID-19 - Solving Your Real Problem for the New Economy

When: 7th July 2020
1.00 pm - 1.35 pm BST (8.00 am - 8.35 am EDT)
Where: Webinar
United Kingdom
Contact: Jennie Harnaman

Online registration is closed.
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Lockdown to Looking Forward: What you need to know about Quotas in COVID-19:  Mark Donnolo - Founder and Managing Partner & Michelle Seger - Partner and Global Sales Strategy Leader, SalesGlobe



Welcome from the, APS


Lockdown to Looking Forward: What you need to know about Quotas in COVID-19 (Solving Your Real Problem for the New Economy)


Q&A Session



Forty-six percent of companies are considering adjusting quotas in response to the COVID-19 crisis, according to the recent SalesGlobe-WorldatWork survey “Sales Compensation in a COVID-19 World.” As we move to reopen, how should your organization approach this very real problem? What challenges are companies dealing with for 2020 quotas, and looking ahead at 2021 and beyond? How should you address your challenges?

In his book, Quotas! Design Thinking to Solve Your Biggest Sales Challenge, SalesGlobe Managing Partner Mark Donnolo explains the three levers of quota setting: people, sales capacity, and market opportunity. These pivot points have been dramatically impacted by the pandemic. Sales capacity has been affected, with many roles adjusting to a virtual setting, while market opportunity has dramatically shifted.

In this webcast, Donnolo and SalesGlobe Partner Michelle Seger, will examine what companies are doing today, how to understand your unique quota challenges, and how to approach solving your quota challenges with methods you can adapt to the evolving future. We’ll also look at the implications of your quota decisions on sales compensation.

Key takeaways:

  • What companies are dealing with and doing about quotas and sales compensation
  • How you can manage quotas that were set for this fiscal year to consider changes in the market
  • How you should plan for next fiscal year, beyond the curve into 2021, when demand forecasting is so difficult
  • How to use a logical approach to rethink market opportunity and sales capacity to continue to grow even in an uncertain environment

About the Presenters: 

Mark Donnolo is founder and managing partner of SalesGlobe, a leading sales effectiveness, consulting, and innovation firm. For over 25 years, Mark has worked with Global 1000 organizations on strategies to grow revenue.

Mark is the author of numerous books and articles. His latest book is Quotas! Using Design Thinking to Solve Your Biggest Challenges. Mark’s earlier books on sales effectiveness and reward include: Essential Account Planning; What Your CEO Needs to Know About Sales Compensation; and The Innovative Sale.

Michelle Seger is Partner and Global Sales Strategy Leader for SalesGlobe. She is known for her unconventional thinking style, ability to identify with her clients and successfully navigate an organization through change.

Michelle consults, designs, and implements solutions across a range of industries including technology, manufacturing, financial services, telecom, hospitality, retail, and consumer products. As a previous business owner of an international retail franchise, she understands the challenges business leaders face in a complex global business model.

Michelle is a keynote and conference speaker and is frequently quoted in the national business and trade media on current and changing business trends that impact people, shape behaviors and drive performance and culture.



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