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Reputation as an incentive

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 value. This was required to effect a…

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What's Your Magic Number?

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 operators to have special correlations that can…

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What's Your Magic Number?

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 operators to have special correlations that can…

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Analytics: You absolutely must have it, now tell me what it is

Analytics can save the world.  More specifically it can revolutionize the way you do business, which could at least save your world.  Analytics is the Holy Grail of Sales Performance Management.  If you work with SPM you already know that because the…

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There's Value in the Journey

We've all the heard of the Law of Unintended Consequences, that is that actions of people always have effects that are unanticipated or unintended.  Although this term is typically used to describe government, I'm sure most of us have experienced it. 

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Beware of unneeded system flexibility

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 the introduction of functional flexibility…

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Off premise solutions lower EIM / SPM entry bar

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 implementation schedules and server…

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Sales compensation program change considerations

3rd quarter is traditionally the time that sales compensation program changes are finalizing for the approaching year. Three key things that your compensation plan design team should keep in mind while going through the process: 1) stick to your design…

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Diligence in your day to day

I just finished reading a great book called Better: A Surgeon's Notes on Performance by Atul Gawande.  In this book, Gawande a medical doctor with a surgery specialty describes examples of professionals in his field striving for excellence in the…

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EIM / SPM system upgrade: port or reengineer

Many of the software companies in the enterprise incentive management (EIM) / sales performance management (SPM) space have several major releases of their flagship software behind them and their support for older versions may be waning. The latest…

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