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 winning outcome. Focus on the…
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Companies often pose this question, implying that there is a magic answer or all-encompassing industry benchmark that can accurately evaluate whether their salespeople should cover more, fewer, or the same number of accounts. The studies that do exist can provide…
In our line of work, we get to spend a lot of time with salespeople. We hear the good, the not so good and even worse. One of the topics that always seems to fall in the more challenging column…
Quota Plans are Plentiful but Good Quota Setting Processes are Not Quota based plans are very prevalent today and with good reason. Quotas allow for customizable plans taking into account the unique qualities and potential of each territory. They promote…
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…
After almost 30 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 compensation is CCOS,…
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. 10. Design Plans with Attention to Communication Messages Creating new plans…
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. 9. Secure “Can-Do” Systems Participation Companies are less likely today to…
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…
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…