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Evolution of Sales Ops: How to Get Strategic Fast

Salespeople sell, coders code, and marketers market; so, what exactly does a sales ops professional do? It’s hard to come up with a pithy answer. There’s probably no corporate role as vitally important, with as much of a diverse and flexible charter, as sales ops. And that’s a good thing. Why?…
By Christine Dorrion | July 21st, 2017 | Sales Performance Management (SPM)
ASC 606

Sales ops, get ready. ASC 606 will change your life

ASC 606 is groundbreaking accounting literature. If you’re in sales operations, why should you care? Most accounting teams are scratching their heads to figure out the revenue side of Revenue Recognition ASC 606, as the deadline for compliance is just a whisker away, falling on January 1, 2018. But…
By Poornima Mohandas | July 20th, 2017 | RevSym
ASC 606 Accounting Standard

Salespeople, Here’s Why You Should Be Deeply, Hugely, and Terribly Interested in the ASC 606 Accounting Standard

Unless you’re an accountant, a CFO, or another executive who deals with revenue issues, the odds are pretty good that you don’t spend your free time delving into the exciting world of accounting standards. And if you’re in sales? You’re probably aggressively uninterested in such things. But right…
By Poornima Mohandas | July 1st, 2017 | RevSym
email messages

4 Subtle but Easily Missed Mistakes to Avoid in Your Email Messages

Back around the first of the year, I received an email from my health club. I’ve been a member there for 13 years, and this was the first of its kind. It said, in part: “Dear Chris, “We've noticed you haven't been in as regularly in recent weeks. “I understand there may be many reasons for not…
By Chris Bucholtz | June 22nd, 2017 | Marketing
Smart Compensation

Analytics and Smart Compensation: Expanding the Sales Manager's Toolkit

The old saw states that a poor workman blames his tools. These days, it could also be said that a successful sales manager credits his tools for guiding his success. But, to use the tools available to them, sales managers need help. Manual systems for managing commissions and other sales processes…
By Chris Bucholtz | June 12th, 2017 | Commissions
Five Things Your Comp Plan Manager’s Time Is Better Used for Than Dispute Resolution

Five Things Your Comp Plan Manager’s Time Is Better Used for Than Dispute Resolution

One of the most startling interviews I’ve done with a comp plan manager came last summer when a manager admitted that, at her previous company, half of her time was spent resolving disputes with members of the sales force. The first four hours of every day was committed to dispute resolution—being…
By Chris Bucholtz | June 6th, 2017 | Commissions
The 3 Reasons Why Our First Year Sponsoring SAP’s SAPPHIRE NOW Was a Success

The 3 Reasons Why Our First Year Sponsoring SAP’s SAPPHIRE NOW Was a Success

Some see digital transformation as just a buzzword, but it’s more real to me and CallidusCloud than that. This year was our first year sponsoring SAPPHIRE NOW. We wanted to show attendees how digital transformation can make each stage of the sales process more valuable. Here’s why I walked away…
By Bill Butler | May 31st, 2017 | Events
7 Metrics and Goals for Better Sales Results

7 Metrics and Goals for Better Sales Results

Having solid goals adds power to your sales efforts; it’s the staple of all sales management guidelines. However, oftentimes, the spotlight goes on the wrong sort of goals. According to Vantage Point Performance, only 24 percent of metrics measured by sales leaders contribute to business results.…
By Timo Rein | May 30th, 2017 | Sales Performance Management (SPM)
Configure Price Quote: A Customer Experience Secret Weapon

Configure Price Quote: A Customer Experience Secret Weapon

Businesses talk a good game about the importance of the customer experience. But customer experience is an amorphous concept, while the bottom line is a number you can’t argue with. As a result, even as customer experience efforts get the press, companies are primarily focused on saving money by…
By Chris Bucholtz | May 25th, 2017 | CPQ
CallidusCloud Nexus: Your One-Stop Calendar for Support, Upgrade, and Community Events

CallidusCloud Nexus: Your One-Stop Calendar for Support, Upgrade, and Community Events

It’s not uncommon for me to hear customers say, “I didn’t know about that event,” or even scarier, “I didn’t know support for this version is terminating.” One might think this is from lack of communication, but it’s quite the opposite, really. It’s from an overload of communication. We see it in…
By Paul Hunter | May 24th, 2017 | Community