When a current sales year starts to wind down, it becomes time to consider sales compensation plan needs for the next fiscal year. Companies should have appropriate plan designs ready-to-go and set for communication within the first two weeks of…
Our Blog
Read Our Latest Articles, Tips & News
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…
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…
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%…
In our work as sales compensation consultants, we often are asked about sales compensation best practices. We prefer to call them “better practices” as what is “best” in one environment and for addressing one company’s particular needs may not always…
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 the best salespeople…
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…
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. 9. Secure “Can-Do” Systems Participation Companies are less likely today to…
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…
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. 7. Garner Qualitative Input Motivating behavior and rewarding for actual results…