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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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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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