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, but I have to admit that those shows are surprisingly entertaining. …

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 to provide ROI based on hard dollar costs. The vendor doing the …

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 is number one and always will be, especially amongst sales people. …

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 templates. Essentially what Callidus has done to create OpenCommissions is to make public parts of TrueConnect, the community site previously …

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. Here are some key excerpts: The disclosures came as …

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 in particular that caught my attention was a comment by Senior Vice President, Finance and Operations, and Chief Financial …

Coaching with MBOs during Periods of Revenue Decline

In industries particularly hard hit by the struggling economy, even the best sales representatives may appear to be under performing based on the most important sales objective, the sales revenue target. How do you know if sales personnel are doing their jobs when their corporate customers’ budget freezes don’t allow for deals to close? Good …