Using Consistency and Flexibility to Localize Global Sales Compensation Plans
Conventional wisdom dictates that within the realm of compensation, one size cannot fit all. Add in the complexity of sales incentives and…
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Selling In a Low Demand Economy
The economy continues to struggle. As austerity takes center stage, consumers continue cutting back. Corporations are profitable after earlier belt…
Lessons From The Great Recession: Setting Quotas When The Economy Is Unpredictable and Turbulent
Although the National Bureau of Economic Research considers the recession over, many businesses are still feeling the impact of the downturn…
What’s Working for Sales Managers: Profitable Accounts
New system ensured salespeople focused on profitable accounts While researching ways to boost closing rates, we realized a lot of…
What’s Working for Sales Managers: Revamped Comp
Revamped comp resulted in an 18% increase in revenue Over the years, our company had transitioned from one that thrived…
Five Reminders to Properly Calculate Your Compensation Cost of Sales
Compensation Cost of Sales (CCOS) is a simple concept. It indicates for every dollar in sales how much is spent/invested…