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 [...]

Unsung heroes: why sales ops deserves more respect (and better tools)

By |September 27th, 2016|Dreamforce|

Where does your company keep its unsung heroes? If you’re like most companies, you can find them in Sales Operations. They set the stage for every sale, and while they may not appear on any [...]

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 [...]

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 [...]

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 [...]

Beyond Commission: Sales Behaviors You Can Drive Through Compensation

By |February 5th, 2015|Commissions|

I love motorcycles – not just riding them, but understanding how they are engineered and how they work. If you’re anything like me, that fascination has led you to do some maintenance or even repair [...]

How to Use Comp Plans to Drive Behavior and Revenue

By |March 6th, 2014|Commissions|

It’s important to have an incentive compensation plan to drive revenue and behaviors, and motivating your sales reps with incentive compensation will fuel their performance. By determining the organizational and individual goals of your incentive [...]

Using Incentive Compensation to Motivate Your Sales Reps

By |February 28th, 2014|Commissions|

Are you finding your sales reps to be unmotivated? This behavior can have a huge impact on their performance and repercussions can resonate throughout your sales department. Implementing Incentive Compensation Management (ICM) can have a [...]

Yes, it’s OK to be Selfish

By |February 26th, 2014|Lead to Money|

Is there ever an ok time to be selfish?  We think there is, especially if you’re a sales rep responsible for driving revenue for your company.  The thing is, we’re not just talking about money [...]

Spotlight on Sales Incentive Compensation

By |September 23rd, 2013|Commissions|

By Giles House CMO, CallidusCloud CallidusCloud was recently a proud sponsor of World at Work’s Spotlight on Sales Compensation event in Chicago. The event is packed with thought leaders in the incentive compensation space from [...]