#3: You Asked the Tourist for Directions

3 of 5:Top 5 Mistakes Collecting SPM / EIM Project Requirements It’s important to identify the true subject matter experts and speak to them. There are a lot of tourists roaming the streets eager to share what they know. Tourists have read all the guides and made a couple of day trips. They know more …

#2: You painted the wall from bottom to top

2 of 5:Top 5 Mistakes Collecting SPM / EIM Project Requirements It is possible to collect requirements out of order, and it often happens. Just like painting a wall, there is some strategy involved. When you paint, you typically want to start at the top and work your way down. The reason is simple, drips. …

#1: You took the buffalo for a walk

1 of 5: Top 5 Mistakes Collecting SPM / EIM Project Requirements You need to be in control and organized. And if you’ve ever tried to walk a buffalo, you can attest to the fact that you are not in control of that situation. In this metaphor, the buffalo is a requirements meeting without an …

Recession Driving Non-Cash Incentives?

Callidus and IncentOne describe a move by companies to use more non-cash based incentives mixed in with traditional cash based rewards in a jointly released article earlier this week. The headline indicates Challenging Economic Times as a driver. We did not hear much about this strategy from the customers we spoke to during our recent …

This Seems Complicated

In fact, all of these items are likely to affect the performance of your sales force. A recent Scientific American article by Wray Herbert describes a concept related to our brains’ processing. Herbert discusses the possibility that how a task is described may affect our willingness to do the task and, if we decide to …

Share the Joy (or beneficially commiserate)

Are you part of an active user community for your SPM software? If not, you should be. The benefits can be immense. Some of things you might gain include: • a different perspective on software function ability • an understanding of how other companies have addressed issues similar to those that you may be facing …

What’s in a name?

As humans, and if you’re reading this you most certainly are a human, we have a biological need to name everything around us. Whether it’s insects, rocks, cloud formations or psychological disorders it needs to have a name. In fact, upon encountering a new object such as a star, the first thing we humans do …

Compensating for the Recession

The economy is in a state we haven’t seen for a very long time. Every segment is affected; every number is down. Imports, exports, manufacturing, retail, finance, and housing are all feeling the pain. This probably isn’t the greatest time to be a sales person on a commission plan. People and businesses just aren’t buying. …

Reputation as an incentive

Last week a colleague of mine was looking for a way to edit a large XML file; what he needed was to change the value of numbers appearing within a particular tag throughout the file by adding a 0.04 to the existing value. This was required to effect a rate table change within his client’s …

What’s Your Magic Number?

Some time ago I read an article by Inc. columnist, Norm Brodsky, discussing unique indicators or as he dubbed them, magic numbers. Magic numbers are described as particular statistics discovered by business operators to have special correlations that can be used to predict future business performance. Examples in the article include a restaurateur who predicts …