Category: eim

Keep representatives engaged with an incentive program

Sales incentives are among the most useful tools when it comes to increasing productivity. Agents are more likely to actively sell goods or services when they can earn rewards for meeting their quotas, rather than stagnant compensation. However, Selling…

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Compensation Gourmet

As is the case in most American households, we tend to watch a lot of shows about food. My better half is a borderline fanatic. She records the Iron Chef, Last Cake Standing and Chopped with religious fervor. I usually end up watching unintentionally,…

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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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The Dangerous Power of Pay

One aspect of compensation that has always fascinated me is the psychology of motivating people to do what you want. People are motivated by a lot of different things and there's a lot of literature around that. However, the common belief is that money…

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Callidus Introduces SPM Community: OpenCommissions

Callidus Software announced the launch of OpenCommissions a community sales performance management (SPM) website today with this press release. Featured are SPM related forums, a wiki, blogs, and even sales compensation management Excel and Word…

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Compensation Management is not for Sissies

Any of us who have had the pleasure of being responsible for compensation management can relate to some of the recent events at AIG, albeit on a smaller and hopefully less dramatic scale. If you're not up to speed, this article will give you the scenario.

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SaaS Pricing for Callidus On-Premise Solution

In addition to the financial results Callidus Software's Q1 2009 earnings call last week (transcript available here) had much other interesting information including mention of some new customers, new products, and employee headcount reduction. One item…

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EIM Solutions Resist Commoditization with Supplementary Features

What are the standard features of an enterprise incentive management (EIM) software package?

David Kelly discusses this difficult question in an insightful recent post on his blog. Kelly points out the ambiguity of the EIM solution relative to the…

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