David Cocks
Lowering Your Breakeven Point

But the increase in productivity is the most powerful benefit. It is not at all unusual to see productivity gains of 30% in the first year sales representatives are given a choice of compensation plans.

Lowering Your Breakeven Point
David Cocks
Is All Your Profit in Popcorn?

"Get them in the theater, break even on tickets and make your money on popcorn."

Is All Your Profit in Popcorn?
David Cocks
Pushing a Compensation Boulder?

There are six heuristics that are recognized as being widely used in our daily lives, and a lot of them are relevant here…

Pushing a Compensation Boulder?
David Cocks
Is Your Profit an Illusion?

[Read time: 3 minutes]

To help determine a company's true profitability, here are the first three questions we ask brokers: 

Is Your Profit an Illusion?
David Cocks
Increasing Share Value through Sales ...

[ read time: 4 minutes ]

While many companies focus on increasing profit, and therefore shareholder value, relatively few focus the same effort on improving their multiple. So, what drives this multiple?

Increasing Share Value through Sales Compensation Design

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