"Yeah, fugazi, fogazi. It’s a wazi, it’s a woozi. It’s fairy dust. It doesn’t exist, it’s never landed, it is no matter, it’s not on the elemental charge" It may seem like fugazi but Compensation Cost of Sales (CCOS) could be the difference between sales plan success and failure. In simple terms, CCOS is the... Continue Reading →
Should I apply geographic differentials to our Directors?
This is an interesting question, and does require some thought. To which level of role should geo-differentials be applied? To start with, what is a geographic differential? Well, typically when creating salary ranges, or benchmarks, rather than creating a midpoint for every position/level in every city in a given country, we will group cities and... Continue Reading →
Why is Europe such a headache?
In my experience, companies tend to struggle with managing sales programs in Europe far more than they do in North America. There is certainly no simple answer as to how to build a European sales team but acknowledging the challenges and understanding the variables will certainly make the process more straightforward. I've attempted to categorize... Continue Reading →