Todd Caponi, Author at Todd Caponi

What History Got Right: Setting Sales Quotas

by Todd Caponi | Mar 15, 2023 | Podcast

“It is far better that the quota be right than that it be simple.” – 1926 Something odd struck me as I was investigating the origins of quotas and variable compensation. 75-100 years ago, organizations did MUCH MORE with MUCH LESS data. Today, not sure anyone could...

So, you want to predict the future of the sales profession?

by Todd Caponi | Mar 13, 2023 | Blog

So, you want to predict the future of the sales profession? I am no Nostradamus. I am no Miss Cleo. I don’t have conversations with spirits. However (and you may not believe me), I have successfully predicted: “The Great Resignation” months before it became a thing:...

Tech Layoffs and The Monday Morning Quarterbacks

by Todd Caponi | Mar 10, 2023 | Blog

Tech Layoffs and The Monday Morning Quarterbacks The economy. Layoffs. Banking issues. We’ve seen this story before. We know how it ends. We know we’ll see the story played out by a different cast at a later date. And guess what! After the next round, we’ll once again...

Using ChatGPT in Sales: A Counterintuitive Way

by Todd Caponi | Feb 15, 2023 | Blog

Using ChatGPT in Sales: A Counterintuitive Way Transparency wins. AI + Transparency? That could be a strong combination! If you’ve been following along, read my books or have heard me speak, there’s no doubt you know I’ve been preaching this idea that transparency...

The Beginnings of Sales Management

by Todd Caponi | Feb 14, 2023 | Blog

The Beginnings of Sales Management Where did sales management as we know it today come from? Times like these… Where did aggressive “make the number” sales tactics come from? Same answer; times like these. At the beginning of the 1900s, an executive’s core focus was...