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How Top Sales Reps Binge-read to Maximize Sales Outcomes

Buyers read everything they can about your solution before they reach out to your team. High-performing sales reps on the other side of the deal read voraciously too, especially at the beginning and end of the process. In fact, a wide-ranging SiriusDecisions study found that top sales reps consume 68% more content in a single […]

by Marcy Yusavage

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Align Your Sales Tactics to Modern Buyers

Align Your Sales Tactics to Modern Buyers

The B2B sales process has always required a quick-shifting mix of discovery calls, demos, and detailed pricing to nurture top-of-funnel buyer engagement into committed customers. In recent years, finding the right cadence for these traditional tasks has been challenging for sales teams. Potential customers have a bounty of online research to tackle, more and more […]

by Shawn Willett

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SPIFs: Best Practices for Maximum Motivation

SPIFs: Best Practices for Maximum Motivation

If your company is introducing new product, it might be tempting to consider changes to your sales compensation plan to get your sales team motivated to sell it. But changes to the comp plan are naturally disruptive to the team, especially mid year. A better option may be to roll out a SPIF — a […]

by Shawn Willett

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How Often Should You Change Your Sales Compensation Plan?

How Often Should You Change Your Sales Compensation Plan?

With 2018 winding down, it’s the time of year when companies start on their 2019 sales compensation plan. They examine whether their plans are aligned with business goals and staffing, and either make minor updates or perhaps even a wholesale revision. The new sales compensation plan is then rolled out at the beginning of the […]

by Grant Smith

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How to Embed Customer Insights into Your Sales Processes

How to Embed Customer Insights into Your Sales Processes

According to Demand Gen Report’s 7th Annual B2B Buyer’s Survey, 94% of today’s buyers at B2B organizations seek out sales teams that can demonstrate specific insights into their company’s problems and needs. We’ve heard it many times before: Get the right message, at the right time, to the right persona. That’s not a groundbreaking assumption, […]

by Shawn Willett

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Improving Professional Skills: A Look at the USA’s Most Popular Leadership Books

When trying to change their work habits or transition into a leadership role, people often turn to books for suggestions on how to enhance their professional skills. These books are so popular that Amazon has an entire genre dedicated to the improvement of leadership abilities. Professionals and employers traditionally place a high premium on the […]

by Shawn Willett

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5 Tips for Running More Productive Sales Meetings

5 Tips for Running More Productive Sales Meetings

Are all the meetings you schedule for your sales team really necessary? Each year, companies collectively waste more than $37 billion on unproductive meetings. What’s more, the Harvard Business Review surveyed 182 managers to find out what they thought about meetings. The results weren’t pretty: 65% say meetings prevent them from finishing their own work […]

by Shawn Willett

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7 Ways AI Helps Your Commission Plans

7 Ways AI Helps Your Commission Plans

Artificial intelligence and augmented intelligence promise to transform every industry, from transportation and manufacturing to finance and healthcare. Sales operations is no exception. In fact, according to SiriusDecisions, AI will play a pivotal role in reshaping sales management processes in 2019. The firm foresees sales strategy and planning, including sales compensation plan design, assessment and […]

by Grant Smith

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Humanizing the Sales Experience

Humanizing the Sales Experience

If you work in sales operations or sales leadership, do you believe you’re responsible for customer experience? Or should that be left up to marketing and customer service folks? Should you look into technologies that enable a better customer experience? Ten years ago, your answer would likely have been: probably not. At that time, the […]

by Jennifer Kling

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5 Baseline Items to Look for in a Revenue Recognition Solution

5 Baseline Items to Look for in a Revenue Recognition Solution

It’s been nearly nine months since some of the most sweeping changes to accounting standards in decades — ASC 606 — went into effect. The new regulation, issued by the Financial Accounting Standards Board, changes the way companies recognize revenue and report the information. The goal of ASC 606 is to help standardize revenue reporting […]

by Jennifer Kling

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Top 5 Uses of Analytics for Sales Operations

Top 5 Uses of Analytics for Sales Operations

The best sales teams are driven by data. Instead of trusting their hunches or guessing what the next move should be, these teams rely on data to make decisions. According to McKinsey, 53 percent of organizations that believe they have high-performing sales teams say they use analytics effectively. This makes perfect sense: When your business […]

by Christine Dorrion

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How to Prevent Sales Rep Churn

How to Prevent Sales Rep Churn

Is sales rep churn threatening your company’s bottom line? If so, you aren’t alone.  With the current tight labor market, it’s becoming the No. 1 problem for many firms. Sales reps who leave can cause chaos in key accounts, and ultimately cause a negative customer experience. While no one can control the labor market, there […]

by Craig Nelson

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Mid-Year Quota Changes: How to Do it Right

Mid-Year Quota Changes: How to Do it Right

No one wants to make mid-year changes to a comp plan—especially quotas. A lot of blood, sweat, and tears goes into setting up those plans at the beginning of the year to meet corporate goals. Getting everyone to sign off on them, is, in and of itself, a major feat. But alas, the best-laid plans […]

by Christine Dorrion

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Marketing Automation: The Paradox of Choice (And a Simple Solution to Make the Right One)

Marketing Automation: The Paradox of Choice (And a Simple Solution to Make the Right One)

How to choose the right marketing automation tool

by Erik Kaiser

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Leading CRM + Leading SPM = Serendipitous Sales Ops

Leading CRM + Leading SPM = Serendipitous Sales Ops

5 things a CRM+SPM integration can do for your sales strategy

by Eric Blevins

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The Power of an Integrated, End-to-End Commissions Engine

The Power of an Integrated, End-to-End Commissions Engine

Discover the 3 benefits of an automated solution

by Christine Dorrion

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The time is here: Make your ASC 606 decisions now!

The time is here: Make your ASC 606 decisions now!

Automate revenue recognition for ASC 606

by Nazish Kahn

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The Top 3 Reasons Sales Forecasting Doesn’t Work

The Top 3 Reasons Sales Forecasting Doesn’t Work

Sales forecasting: Yes—it can work

by Kevin Mannion

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Results in Hours, Not Months—Compensation Plans Powered by AI and Analytics

Results in Hours, Not Months—Compensation Plans Powered by AI and Analytics

Use AI and analytics to deliver compensation plans in hours, not months

by Venus Picart

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Motivate Customer Service Agent Performance with Gamification

Motivate Customer Service Agent Performance with Gamification

Learn how to engage, motivate, and inspire customer service agents with gamification

by Steve Sims

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How to Get Your Sales Operations Team Strategic Fast

How to Get Your Sales Operations Team Strategic Fast

Get your sales ops team strategic fast

by Christine Dorrion

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Incentive Compensation Management Trends for 2018

Incentive Compensation Management Trends for 2018

Incentive Compensation Management: Leave behind the, “that’s the way we’ve always done it”

by Jennifer Kling

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“The first rule is not to lose. The second rule is not to forget the first rule.” —Warren Buffett

“The first rule is not to lose. The second rule is not to forget the first rule.” —Warren Buffett

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Troy “Golden Boy” Anderson

Troy “Golden Boy” Anderson

Troy Anderson’s career goals have focused on blowing business performances out of the water, building and leading sales organizations to victory.

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Richard “Mad Hatter” Sloane

Richard “Mad Hatter” Sloane

Because Richard is willing to break the mold for the digital landscape, he can creating solutions that improves overall communications.

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Lance “The Wolf” St. Clair

Lance “The Wolf” St. Clair

Lance exemplifies today’s definition of a leader and champion by annihilating anything that gets in his way.

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Armed to revolutionize the way their organizations make money, Gladiators relentlessly overcome challenges to become the best in their chosen arenas.

Armed to revolutionize the way their organizations make money, Gladiators relentlessly overcome challenges to become the best in their chosen arenas.

“It is not the critic who counts; not the man who points out how the strong man stumbles, or where the doer of deeds could have done them better. The credit belongs to the man who is actually in the arena…” —Theodore Roosevelt

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Stop the Guesswork with AI-Powered Sales Performance Recommendations

Stop the Guesswork with AI-Powered Sales Performance Recommendations

“An AI-engine is sophisticated—helping you see changes to your comp plans with zero guesswork.”

by Kevin Markl

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[Book] Why Enterprise CPQ Implementations Fail

[Book] Why Enterprise CPQ Implementations Fail

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[Book] Moving Away from Spreadsheets: How to Know When It’s Time

[Book] Moving Away from Spreadsheets: How to Know When It’s Time

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[Tip Sheet] The Three S’s of a Great Incentive Compensation System

[Tip Sheet] The Three S’s of a Great Incentive Compensation System

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