Author: Michael Stus
Gamification is one of the most popular techniques for improving sales performance management (SPM). Companies turn their best practices into games to keep salespeople engaged with their work. Many supervisors use…
Michael Stus
Michael is the Founder and CEO of Canidium
Recent Posts
Author: Michael Stus
Managers must guide their new hires through extensive sales on-boarding programs to ensure the new representatives are prepared to sell goods or services. Without proper education, agents don't understand the best…
Author: Michael Stus
Businesses across multiple industries are looking for a distinct advantage over their competitors, especially when it comes to sales. Many companies integrate sales performance management (SPM) and incentive…
Author: Michael Stus
Heard an interesting piece on NPR this evening (transcript here). One of the participants, Lisa Ordonez, a management professor at the University of Arizona was citing some examples of what she calls "Goals Gone…
Author: Michael Stus
Callidus Software announced the launch of OpenCommissions a community sales performance management (SPM) website today with this press release. Featured are SPM related forums, a wiki, blogs, and even sales…
Author: Michael Stus
In addition to the financial results Callidus Software's Q1 2009 earnings call last week (transcript available here) had much other interesting information including mention of some new customers, new products, and…
Author: Michael Stus
An article in the July 2009 issue of Wired magazine describes the growing popularity of a running training aid system from Nike. The system, called Nike+ (wiki page here) consists of an electronic sensor that…
Author: Michael Stus
Callidus and IncentOne describe a move by companies to use more non-cash based incentives mixed in with traditional cash based rewards in a jointly released article earlier this week. The headline indicates…
Author: Michael Stus
Software package implementation including EIM/SPM software can be a complex process and many projects are not successfully delivered or are done so over budget. One issue that often causes trouble on projects is…
Author: Michael Stus
When the early niche EIM / SPM solutions were being introduced over ten years ago, the low end of the target market began with companies having about 100 sales representatives. These solutions, with their sizable…