We are at that time of year when we reflect on the past year and think about the future.   For businesses that means planning and change.  For people, it might mean some of the same.  That is not what this blog is about.  I wanted to single out some of the nicest acts of kindness… Read More


The administrators of systems that require data entry by sales people loathe the overachiever. We all know this person, they blow their quota out of the water, go to countless club trips, and make a wad of money that would make Al Capone turn over in his grave. Yes, this person gets praise heaped upon… Read More


Every year, every month you see it happening. A company is frustrated with their existing software plagues us all. It starts with a few minor glitches, maybe an outage. Maybe you go further back, to the implementation which took longer than expected. Whatever the case, there was a seed of discontent that was planted and… Read More


Mark Twain is quoted as saying that “History never repeats but it often rhymes”.   Whether history repeats or it rhymes, it is historical data that is causing many energy trading organizations to take a look at Predictive Analytics. So, what exactly is Predictive Analytics and why do we care about it when we think about… Read More


With large projects in the US ramping up, and many of the Energy Trading and Risk Management (ETRM) vendors continuing to have brisk sales in the first half of 2015, it begs the question: where have all the true ETRM experts gone? By ETRM experts I don’t mean the “Johnny come lately” types who entered… Read More


Every company in the sales and commissions world needs data in order to create their annual sales plans. How much are they selling? How much was sold in certain state or country? Which product had the major acceptance in the market? Which sales representative sold the most? How can we compensate our sales force based… Read More


Throughout history, developing a brand new territory to establish a commission’s plan has been a challenging task for the Sales Department of all companies. With the advent of international trade agreements and globalization, the customers have been scattered to remote locations. Those remote sites might be in different cities, states, or countries. Sales representatives have now many different… Read More


Usually you will develop your Sales Performance Management system scorecard off questions you submit in your RFI and RFP, if you chose to go that route. There will be some more in depth questions and examples that you will have that might have not been included in the RFI/RFP documents and they will have a… Read More


When selecting and implementing a Sales Performance Management system there are many critical steps in the process.  In this blog I will cover what is the most essential step: the stakeholder buy-in.  Why is this most important step you ask?  Well, without the interest of this group the project is destined to fail.  I remember… Read More


Most of the people that are starting a job in a Nearshore team don’t know what to expect or how to behave in a company that uses this kind of strategies to supply services to their customers.  In this kind of companies you will work with people with different skills like financial and accounting, call… Read More