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: Jason Kearns
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…
Author: Jason Kearns
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…
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…