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How to Set Up Your Team for Prescriptive Selling in 2019

Your sales reps may spend months or sometimes even years slowly chipping away the barriers within prospective accounts. They try to help customers understand all their possible options and jump at every request for information, thinking that a wealth of details will help the buyer reach a decision. Prescriptive selling turns this workflow on its […]

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Compensation Trends & What Motivates Employees

Companies are constantly looking for the best way to motivate their employees to go the extra mile. Whether the employee has a commission-based income or the possibility of a bonus, one of top ways employers show their appreciation for exceptional work is through financial rewards. But how do people actually respond to this compensation-based encouragement? […]

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4 Ways to Personalize the B2B Sales Process

In sales, personalization is no longer optional; it’s expected. A LinkedIn survey found that 77% of B2B buyers won’t even consider replying to your outreach unless you’ve gone the extra mile to make it spot-on. The best way to raise client expectations and outperform the competition is to get personalization right, from the beginning of […]

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How to Maximize Sales with Microsegment Territory Planning

Account-based targeting is on the rise for B2B sellers, and it’s drastically changing the way sales leaders tackle real-time territory assignments and quota planning. Instead of relying on traditional regional territory maps shuffled between sales reps every year, data analytics empower sales leaders to segment and analyze territories based on a much more granular range […]

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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 […]

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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 […]

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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 […]

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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 […]

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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, […]

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Sales Territory Planning: 5 Tips for a Winning Formula

Effective sales territory planning is essential to sales rep success and a company hitting its revenue targets. With so much at stake, it can seem like a daunting challenge. There are so many considerations and potential minefields. How do you ensure you have enough coverage? Do you have enough sales people to cover the territories? […]

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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 […]

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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 […]

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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 […]

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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 […]

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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 […]

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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 […]

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Coaching for Success: How Top Sales Forces Grow Expertise

Coaching for Success: How Top Sales Forces Grow Expertise You already know you need to constantly revisit your sales goals, marketing messaging, and target markets. But have you examined your sales force training and coaching systems lately?  Go-to-market strategies need to adapt to changing laws, tariffs, regulations, and economic factors. Even a coaching and training […]

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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 […]

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