Plan Mechanics

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Moving from Traditional Licenses to Subscriptions – Better Sales Compensation Practices

By Clinton Gott, Principal at Better Sales Comp Consultants One of the most common questions we receive from software organizations today is how the sales compensation program can support the strategic evolution from traditional licenses to subscription-based (SaaS) models. Wall…

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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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