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Commissions

Supporting Changes Face-to-face: Why Meet-ups Matter in the Cloud Era

Supporting Changes Face-to-face: Why Meet-ups Matter in the Cloud Era

New Technology Brings New Product Features

If you’ve been at a cloud-based software company for a number of years, you know that offerings change and new features roll out at what seems like eye-blinking speed. When technological innovations create ways to do something better, we want to reflect that in our products. Our customers should be able to pay their sales forces faster, model more comp plans, or pull reports easier—as soon as those capabilities exist. Sometimes it’s a challenge to keep up.

By Meenu Bhanot | March 30th, 2017

How Much Money Did You Give Away in Commissions Overpayments in 2016?

How Much Money Did You Give Away in Commissions Overpayments in 2016?

Oh, you generous sales compensation plan manager! You were so kind to your sales team this year, paying them more than they earned! Unless you paid them less than they deserved – but, did you ever hear it from them when that happened! They made sure you got that computation correct. But when you overpaid, they were strangely silent. Weird, huh? Commissions Overpayments in 2016But back to your generosity.

By Chris Bucholtz | January 25th, 2017

Ready, Aim… You already Fired? Ensuring Readiness before a Commissions Management Implementation

Ready, Aim… You already Fired? Ensuring Readiness before a Commissions Management Implementation

Boom! Fifteen feet off the mark, missing the shooting target by a long shot and inches away from injuring his now angry partner. This scenario wouldn’t be surprising if you knew the marksman didn’t bother to center the target in the line of sight before shooting (and he would be a fool). Any good marksman knows that careful preparation prior to pulling the trigger is the key to making that one shot count, which may be all you get.

By Mark Ryberg | January 9th, 2017

Does Sales Technology Endanger or Enable Sales Jobs?

Does Sales Technology Endanger or Enable Sales Jobs?

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 of every five B2B sales jobs. That’s a million salespeople across the U.S. And, on the surface, that seemed to make sense – with automated ordering, machine learning, and other technologies that make parts of the sales relationship automatic, what use is there for humans in this equation?

By Chris Bucholtz | November 22nd, 2016

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

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

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 particularly important thing I’ve discovered is that in order to learn about customers’ experiences and needs, you have to take a walk in their shoes. I’ve gotten great advice from CallidusCloud customers when I’ve asked them to share their use cases and success stories. But I’ve seen even better insights when I’ve observed customers engage with one another.

By Meenu Bhanot | November 17th, 2016

Ending Commissions Overpayments: How Incentive Management Pays For Itself

Ending Commissions Overpayments: How Incentive Management Pays For Itself

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 vapid bromide“fail fast, fail often,” but you’re not going to hear them speak in detail of those failures when it affects their careers. It is, to use another vapid bromide, career limiting. As a result, when a study poses the question, “how have you screwed up your part of your business lately?” people are less than enthusiastic about answering honestly.

By Chris Bucholtz | November 10th, 2016

When It Comes to Commissions, Excel is Not Free

When It Comes to Commissions, Excel is Not Free

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 a lot of development effort, usually from a lot of very smart people working very hard, and that means that the cost of the software is nontrivial.

By Chris Bucholtz | June 8th, 2016
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