Does Sales Technology Endanger or Enable Sales Jobs?

By |November 22nd, 2016|Commissions|

A couple of years ago, Forrester Research issued a report that warned that the advent of new technologies – most notably, the Internet of Things (IoT) – would lead to the elimination of one out [...]

For the Customer, by the Customer. Meet-Ups with CallidusCloud

By |November 17th, 2016|Commissions|

I’ve been in a Support role for several years, four of which have been with CallidusCloud, and as a result, I’ve learned a few things about the relationship between a company and its customers. A [...]

Ending Commissions Overpayments: How Incentive Management Pays For Itself

By |November 10th, 2016|Commissions|

There are some things in business that are hard to research, and they are that way for very practical reasons. People don’t like to admit when they make mistakes. You might hear executives spouting the [...]

Commissions Disputes: the Reason Everyone Feels Sorry for Your Comp Manager

By |July 27th, 2016|Commissions|

I’m going to make a sweeping statement right now, but it’s one I think would be absolutely accurate. If you were to poll every six-year-old child in America and ask them what they want to [...]

In the Era of Big Data, the Best at Analysis Win the Compensation Battle

By |June 23rd, 2016|Commissions|

We’ve said it repeatedly: automated commissions systems are much more than mere calculators that spit out checks for your sales teams. They do a lot: they eliminate the vast majority of disputes, they avoid overpayments [...]

When It Comes to Commissions, Excel is Not Free

By |June 8th, 2016|Commissions|

Business software is not inexpensive. It’s a mission-critical tool that needs to be stable, contain the right features, integrate with the right systems and deliver the right user experience to the right users. That requires [...]

Five Behaviors Your Commissions Plan Should be Driving (But probably Isn't)

By |May 6th, 2016|Commissions|

Charles Eames, the American designer who might be responsible for the chair you’re sitting in right now, once said, “The details are not the details. They make the design.” Eames also said, “Design is a [...]

Anchored in the Past: How Managing Commissions Manually Stifles Organizational Change

By |March 9th, 2016|Commissions|

Business growth is great, but it also forces change. If your organization is growing quickly, it can force a lot of change all at the same time, which can be bewildering not just for the [...]

Will Your Goal-Creating Process Help or Hurt Your Move into a More Incentivized World?

By |July 15th, 2015|Commissions|

AON Hewitt’s annual study of worldwide compensation found that base pay was on the rise worldwide. Base wages and salaries rose in 2014 by 5.25 globally, with Africa seeing wages and salaries increase a whopping [...]

The Past Predicts the Future: Anticipating Changes with Compensation

By |March 18th, 2015|Commissions|

It’s pretty well established that sales pros do what they get paid to do. Sales commissions are a reward for bringing in revenues. SPIFs are rewards for selling certain products. Sales contests are competitions that [...]