CallidusCloud is now SAP Sales Cloud. Learn more

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 […]

Read More >

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, […]

Read More >

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? […]

Read More >

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 […]

Read More >

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 […]

Read More >

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 […]

Read More >


For the love of sales performance—subscribe to the newsletter.

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 […]

Read More >

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 […]

Read More >

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 […]

Read More >

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 […]

Read More >

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 […]

Read More >

4 Ways to Know if a Deal Is Truly Dead

It’s a punch in the gut for your organization. A deal is chugging along. If you are a sales rep, you’ve got the proposal drawn up and ready to send. If you are in sales management, you’ve penciled it in as likely to close and added it to your quarterly forecast. Suddenly, your enthusiastic, well-qualified […]

Read More >

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

How to choose the right marketing automation tool

Read More >

Leading CRM + Leading SPM = Serendipitous Sales Ops

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

Read More >

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

Discover the 3 benefits of an automated solution

Read More >

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

Automate revenue recognition for ASC 606

Read More >

The Top 3 Reasons Sales Forecasting Doesn’t Work

Sales forecasting: Yes—it can work

Read More >

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

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

Read More >