Coaching the Coach: Shortcuts to Great Sales Performance Management

By |August 11th, 2015|Sales Performance Management (SPM)|

Being a sales manager is tough. In many cases, managers started out as great salespeople, and after they proved their capabilities they were tapped for management – a role that demands an entirely new set [...]

At C3 2015: DePaul University Uses CallidusCloud to Prepare Grad Students for the Real World of Selling and Sales Management

By |April 29th, 2015|C3|

Although I intentionally avoided graduate school, instead opting to pursue a position in the lucrative and stable world of journalism, I have lots of friends who have earned MBAs. Some buy into the MBA curriculum [...]

Where Are You With Your SPM?

By |July 10th, 2014|Sales Performance Management (SPM)|

As head of sales operations I constantly work to drive efficiencies within my sales organization and advise customers on the same. Along the way, I’ve noticed something that never fails to shock me: even very [...]

Finance’s Role in Sales Performance

By |February 20th, 2014|Lead to Money|

Finance plays a large role within an organization, from setting guidance on revenue targets, establishing budgets for head count, to setting goals and quotas for sales.  In many organizations this is where the role of [...]

Are You Teaching Bad Habits with Your Sales Coaching KPIs?

By |September 21st, 2011|Sales Performance Management (SPM)|

By Lorna Heynike, Senior Vice President, and Curt Richtermeyer, Vice President, Sales Effectiveness Solutions After our session at Dreamforce ’11 with Comcast on leveraging Sales Coaching for driving more effective selling, the booth buzzed with [...]

Increasing Sales Capacity Accelerating Business Growth

By |May 20th, 2011|Sales Performance Management (SPM)|

Across industries, indicators suggest increases in sales capacity continue to accelerate business growth into the second half of 2011. Just published, Alexander Group's 1st Quarter Sales Update Survey Results for 2011 reported strong expectations of [...]