Author page: Ted Briggs

Our Blog

Read Our Latest Articles, Tips & News

Introduction to Compensation Cost of Sales (CCOS)

By Ted Briggs After almost 25 years of consulting with leading companies on sales effectiveness and sales compensation, I’ve come to the conclusion that other than calling every sales compensation plan “commissions”, the most misunderstood and mis-applied concept in sales…

Read more

Underperformers – Why Sales Compensation Rarely Offers the Best Solution

By Clinton Gott and Ted Briggs In a typical sales organization, sales reps can be categorized as A players (stars), B players (good/decent), and C players (poor). We often find a normal talent distribution with 20% in group A, 60%…

Read more