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 [...]

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 [...]