Sales Compensation Masterclass
Course Information

Date: 12 May 2017.
Location: London.
Duration: One day, 9am to 5pm.
Format: Classroom course.
Fees: £550 + VAT per delegate.


A one-day workshop in partnership with SalesGlobe, presented by sales effectiveness thought leader Mark Donnolo, Managing Partner of SalesGlobe, accompanied by Michelle Seger, the firm’s Global Practice Lead. Mark and Michelle will deliver SalesGlobe’s practical approach to incentive compensation and best practices in a ‘deep-dive’ interactive workshop.

Using the powers of reasoning and more than 25 years of experience, Mark and Michelle will address your most challenging sales compensation enigmas in this one-day workshop. Beginning with the foundation for all effective sales incentive plans – roles and alignment to C-level goals – Mark and Michelle will also deep-dive into how to ensure your highest performers are your highest paid people; how to master sales compensation analytics; and five quota-setting methodologies critical for setting effective goals.

This highly interactive class will include real-life incentive compensation situations from attendees and case examples from Global 2000 companies. Mark and Michelle will also provide a diagnostic of company compensation plans, so if class participants have analytics or any summary data on one of their sales teams to share with us ahead of the class, please submit them after you have registered. For participants who send in an incentive plan from their company, Mark and Michelle will perform a high-level diagnostic (we will blind the company name) and discuss elements of these different plans during the course – weaving it into the course materials throughout the day.

The class will feature numerous hands-on exercises as well as offering participants the ability to work with – and learn from – colleagues, breaking people into small teams.

After registering, please submit your biggest challenge with sales compensation or quotas. Mark and Michelle will select several challenges from the delegates and help to solve them (no proprietary information will be shared with the group). Please submit to If you email any completed summary analytics of your plans (graphs, charts etc), we will interpret them as part of the sales compensation investigation forensics.

In addition to your session and take-away materials, all participants will receive a signed copy of Mark Donnolo’s book What Your CEO Needs to Know About Sales Compensation.


Based in Atlanta, USA, Mark has worked as a leading sales effectiveness con­sultant for more than 25 years, helping many Global 2000 com­panies, including Accenture, Bank of America, IBM, Johnson & Johnson, LexisNexis, Office Depot, Orange,, Sprint, UPS, and Verizon.

Michelle brings the change management viewpoint to the table having worked with global companies for more than 20 years and with her own experience of expanding a retail franchise concept from Italy into the USA.


This workshop provides business professionals with the information they need to understand the right type of incentive plans for their business that will deliver the expected results. It's perfect for all business professionals interested in or responsible for incentive plan design and drivers.

Mark Donnolo
Mark Donnolo
Founder and Managing Partner, SalesGlobe

Mark is a founder and managing partner of SalesGlobe, a sales effectiveness consulting firm that works with major sales organisations on sales strategies to grow revenue. SalesGlobe focuses on helping companies grow profitably by developing and implementing strategies that improve the effectiveness of sales, marketing, and service organisations. Areas of focus include sales strategy, customer segmentation, channel strategy, sales organisation design and deployment, performance management, and incentive compensation.

Mark’s work spans several industries including technology, telecommunications, business services, manufacturing, staffing, and financial services, in the USA and Europe.

Previously, Mark was:

  • Senior Vice President with MarketBridge, leading the firm’s sales effectiveness practice
  • Partner and Senior Vice President with Sibson Consulting, where he was on the firm’s management team and led its sales and marketing effectiveness practice
  • Vice President with The Alexander Group
  • Consultant with Siegel & Gale/Saatchi & Saatchi, an international marketing and advertising firm
  • Co-founder and CEO of Biltmore Communications
  • President of InfraStream, a venture-funded VoIP service provider

Mark is a regular conference speaker on sales compensation and is the author of numerous articles in publications that include Fortune, Sales & Marketing Management, Selling Power, Success, Telecommunications, Telephony, Investment Property, Velocity, Workspan, American Way, and Marketing News.

His recent books on sales effectiveness and reward include:

  • What Your CEO Needs to Know About Sales Compensation: Connecting the corner office to the front line(AMACOM 2013)
  • The Innovative Sale: Unleash your creativity for better customer solutions and extraordinary results (AMACOM 2014)
  • Strategic Account Planning: The five imperatives (ATD 2017)
Michelle  Seger
Michelle Seger
Global Practice Lead, SalesGlobe

Michelle has a strong background in sales effectiveness, management consulting and change management across the globe. Her portfolio includes ERP implementation, strategy execution, revenue management, new product introduction and innovation, acquisition integration, partnership development and execution, and organizational design. Michelle is expert at root cause analysis and identifying practical solutions for our clients.

Industry experience includes: manufacturing, financial services, retail, consumer products, hospitality and technology.

Highlights of her business experience and client work include: Accenture, RGP, Georgia-Pacific, Elavon-US Bank, NCR, SunTrust, Ocean Spray Cranberries, Raytheon E-Systems, Southern Company, Intuit, Verizon, HGTV, and a broad range of global to small and mid-size companies.

Michelle has deep experience in process improvement, benchmarking and best practices development, and is very effective at developing policies, procedures, methodologies and training guides. She is adept at working cross-functionally to bring change to a company and is a collaborative team builder with strong communication and facilitation skills. Her problem-solving approach – including a balance of practicality and creativity – leads her clients to business solutions that are implementable and bring about the desired results.





Join us for breakfast and networking.


Mark Donnolo and Michelle Seger, SalesGlobe


Mark Donnolo and Michelle Seger, SalesGlobe

12.30: LUNCH


Mark Donnolo and Michelle Seger, SalesGlobe


Mark Donnolo and Michelle Seger, SalesGlobe

5.00: CLOSE

London 12/05/2017 - 12/05/2017



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Last updated: 22nd June 2016.