Health Care Reform Impacts

Recently portions of the Health Care Reform bill went into act. We are all trying to grasp how it will affect us individually and as a nation, but in our industry how will it affect SPM (sales performance management) systems and compensation as a whole? After researching regulation changes, increased premiums, and some policy options …

The Perfect Gift, a Christmas Bonus

In recent years the “Christmas Bonus” has been a species in decline. Once an American staple, it went out of favor for a couple of reasons. First, you couldn’t call it the Christmas Bonus anymore if you wanted to be politically correct. And unfortunately, “Year End Bonus” or “Holiday Bonus” just doesn’t have the same …

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 …

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 …

Living by Numbers in SPM

An article in the July 2009 issue of Wired magazine describes the growing popularity of a running training aid system from Nike. The system, called Nike+ (wiki page here) consists of an electronic sensor that attaches to a runner’s shoe; the sensor feeds data to a storage device, the Nike SportBand, or an Apple iPod …