Tag: Sales Compensation

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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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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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