Compensation Costs

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Q4 Crunch Time – How to Create Winning Sales Compensation Plans

By Clinton Gott, Co-Founding Principal Fourth quarter and the clock’s ticking. The pressure’s on to create and roll out better sales comp plans in early January. It may not be an easy, but the right game plan will ensure a…

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BSC’s Inaugural Quota Practices Study

Quota-setting. If that phrase causes a twinge of pain, you are not alone! Over our many years of working with sales organizations, quota-setting has been a topic that causes consistent concerns across both the sales force and those concerned with…

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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…

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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%…

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How to Consider Acceleration Rates

By Clinton Gott In our consulting engagements, assessing and designing plans with the right acceleration rates to reward those who beat quotas is always an essential and hotly debated topic. Upside is often the fire that drives superior performance, and…

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BSC’s Design Guide to Success – Part 8

Each week, we will highlight one of BSC’s Top Ten Tips from our acclaimed Design Guide to Success. To download the full guide, click on to the Articles page. 8. Include Outside/Market Perspectives The old adage starts as follows:  “If…

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BSC’s Design Guide to Success – Part 6

Each week, we will highlight one of BSC’s Top Ten Tips from our acclaimed Design Guide to Success. To download the full guide, click on to the Articles page. 6. Target Analytics to Supplement Your Process and Strategic Alternatives Conducting…

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BSC’s Design Guide To Success – Part 1

Each week, we will highlight one of BSC’s Top Ten Tips from our acclaimed Design Guide to Success. To download the full guide, click on to the Articles page. Creating the most appropriate sales compensation program often requires a significant effort,…

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