We have historically regarded sales quotas as all about numbers and justifiably so. After all, quotas do mean numbers, right? Not exactly. SalesGlobe founder and managing partner, Mark Donnolo contends that organizations can achieve better results by dealing with sales quotas with a problem-solving approach. In his book, “Quotas!” he introduces a five-step design-thinking process that totally changes the way we think about sales quotas. Joining Chad Burmeister in this episode, he explains what sales compensation design thinking is, how to leverage sales compensation to solve sales challenges and how to think differently around creative, data driven, problem solving techniques.

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