Tag: compensation costs

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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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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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