Author: Michael Stus
What are the standard features of an enterprise incentive management (EIM) software package? David Kelly discusses this difficult question in an insightful recent post on his blog. Kelly points out the ambiguity of…
Michael Stus
Recent Posts
Author: Michael Stus
Going into the weekend, I wanted to share some bright news I noticed this week. Evidently a team of leading economists from the National Association of Business Economists (NABE) have predicted an end of the…
Author: Michael Stus
In industries particularly hard hit by the struggling economy, even the best sales representatives may appear to be under performing based on the most important sales objective, the sales revenue target. How do you…
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
In fact, all of these items are likely to affect the performance of your sales force. A recent Scientific American article by Wray Herbert describes a concept related to our brains' processing. Herbert discusses…
Author: Michael Stus
Are you part of an active user community for your SPM software? If not, you should be. The benefits can be immense. Some of things you might gain include:
Author: Michael Stus
Last week a colleague of mine was looking for a way to edit a large XML file; what he needed was to change the value of numbers appearing within a particular tag throughout the file by adding a 0.04 to the existing…
Author: Michael Stus
Some time ago I read an article by Inc. columnist, Norm Brodsky, discussing unique indicators or as he dubbed them, magic numbers. Magic numbers are described as particular statistics discovered by business…
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…