The Evidence Economy Amid Uncertainty
THINGS CHANGE Not everyone responds well when change occurs. Some see it as a thing to fear. Others see it as an opportunity to take. The business...
Paul Peters •4 minute read
Analytics: The Choice of the Next Generation
Data, you have too much of it. It isn't clean. It's challenging to manage. Everybody wants to understand it. Clients I work with come from a world...
Graig Cleary •1 minute read
The Evidence Economy: Are you missing sales opportunities?
In the last year, many articles and experts have focused on the "economy." Some have called it the Client Economy, the Data Economy, the Digital...
Paul Peters •3 minute read
Insurance Providers with Less Friction Have the Advantage
Insurance, mortgage, and wealth management sellers have options when selling lines of business. The best sellers choose providers that have the least...
Dennis Murphy •1 minute read
Cool Features vs. Successful Deployments: What’s Important When Evaluating Software
When evaluating Sales Performance Management (SPM) solutions, it’s easy to become enthralled with each vendor’s cool new features. Who doesn’t want...
Reed Chaikin •2 minute read
It’s Time to Stop Using Spreadsheets
Spreadsheets for Sales Performance Management and Incentive Compensation Management is a bad idea. I have talked to many prospects and clients over...
Walter Robinson •2 minute read
OSFI and Sales Performance Management
In Canada, we have a regulator called the Office of the Superintendent of Financial Institutions, OSFI. They are an independent federal government...
Dennis Murphy •1 minute read
Roadblock to Revenue and Relationships
It wasn't the first time, but the most recent, when I had stepped away for a private moment with a client over drinks. There is a trust I look to...
Paul Peters •1 minute read
Building the Right Sales Team
Much like it sounds, Pay Compression is the squeeze organizations feel when they are forced to raise offers to attract talent but are unable to...
Paul Peters •3 minute read