Training, Technology and Process: the 3 Things You Must Get Right if You Want to Consistently Crush Quotas

By |September 9th, 2016|Dreamforce|

Anyone getting into the sales game knows they will spend their careers in a constant struggle against quotas. Quotas pit salespeople and their abilities against managers and their expectations. Reach your quota and you’re in [...]

Think You Have It Tough? Imagine Paying Commissions as an MLM Business

By |August 9th, 2016|MLM|

The more I talk to comp plan managers, the more sympathy I have for them, especially those who suffered for years with manual processes and spreadsheets. Tales of five 12-hour days at quarter ends, a [...]

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 [...]

Three Favorite Customer Short Stories to Come Out of C3 2016

By |May 19th, 2016|C3|

CallidusCloud’s big event drew to a close roughly a week ago, which has given me a little time to reflect on some of the things I heard from customers while I was there. Since I [...]

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 [...]

Changing Corporate Culture with Commissions

By |April 21st, 2016|C3|

Preparing for C3 2016 is a lot of work when you’re part of the team staging the event. Much goes on behind the scenes, and the pace gets more intense right up until the opening [...]

Sink or Swim: are You Giving Sales Managers the Tools and Skills They Need to Keep Afloat?

By |March 21st, 2016|Sales Performance Management (SPM)|

Sales managers have one of the oddest routes to leadership of anyone in business. Essentially it is this: they show exceptional skill over time at one task – selling – and eventually they are tapped [...]

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 [...]

Why Financial Service Companies in Europe Need Effective Front-Line Sales Managers

By |January 12th, 2016|Lead to Money|

The fallout from the global financial crisis (GFC) had stronger ramifications for sales process in Europe than for the U.S. The Retail Distribution Review (RDR) was one of the formal programs of the Financial Services [...]