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You Can Set Better Quotas by Focusing on Better Sales Planning

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…

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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)

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,…

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Underperformers – Why Sales Compensation Rarely Offers the Best Solution

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% in the group B, and 20%…

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BSC’s Design Guide to Success – Part 10

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…

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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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