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…
Author: Michael Stus
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…
Author: Michael Stus
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…
Author: Michael Stus
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…
Author: Michael Stus
We're into the 3rd quarter of the year and your sales kickoff meeting is approaching. Now is probably the time of the year your organization begins to think about the sales compensation plan and what modifications…