Tag: sales effectiveness

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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)

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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