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: Jason Kearns
As humans, and if you're reading this you most certainly are a human, we have a biological need to name everything around us. Whether it's insects, rocks, cloud formations or psychological disorders it needs to…
Author: Jason Kearns
The economy is in a state we haven't seen for a very long time. Every segment is affected; every number is down. Imports, exports, manufacturing, retail, finance, and housing are all feeling the pain. This probably…
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 SPM…
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…