Category: canidium-news

Holiday Bonuses for the Sales Organization

Santa's View on Pay for Performance

By Jason Kearns, Canidium, and Scott Barton, NewSigma

It's the most highly anticipated time of the year: year end, holidays, bonuses and token gifts. This year, many cash-hording companies will open their purse strings…

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Reflections on World at Work Conference and ROI

Last month while attending a World at Work conference I heard an alarming confession. During one of the sessions on vendor evaluation, a customer confessed that they didn't focus on hard dollar ROI because they didn't feel the system would ever be able…

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Merced and Canidium announce upcoming ICM Webinar: Solution Assessment and Road Mapping

Canidium and partner Merced Systems will host a webinar at noon Eastern / 9:00 A.M. Pacific on Tuesday, May 11th. The key speakers will be Canidium Principal Consultant (and frequent Alpha Comp contributor), Jason Kearns, and Merced's VP of Business…

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#5: You Put Lipstick on a Pig

5 of 5: Top 5 Mistakes Collecting SPM / EIM Project Requirements

You shied away from real improvement opportunities by falling back into the old way of doing things. It's nice to upgrade parts of your system so they perform better, but if you don't…

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#3: You Asked the Tourist for Directions

3 of 5:Top 5 Mistakes Collecting SPM / EIM Project Requirements

It's important to identify the true subject matter experts and speak to them. There are a lot of tourists roaming the streets eager to share what they know. Tourists have read all the guides…

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#2: You painted the wall from bottom to top

2 of 5:Top 5 Mistakes Collecting SPM / EIM Project Requirements

It is possible to collect requirements out of order, and it often happens. Just like painting a wall, there is some strategy involved. When you paint, you typically want to start at the top…

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This Seems Complicated

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 the possibility that how a task is…

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Share the Joy (or beneficially commiserate)

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:

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What's in a name?

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 have a name. In fact, upon encountering a…

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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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