3 days ago

Submitted by Julien from blog: Yet another post about the impact of the ‘Downturn’ on Incentive Compensation, but this one is special. Check out my quote in the Workforce Magazine if you haven’t seen it already. The gist of the article is that when external forces such as the economy are having some fun, companies must react and adapt… [...]. (Read More)

5 days ago

Submitted by Julien from blog: Is the ‘very small’ sales force a viable niche market for SPM solutions? That’s what some market trends tend to indicate. What characterizes this small market is that they typically have less than 100 sales reps, not much IT knowledge, and not a big budget for incentive compensation overhead. (Read More)

Nov 13, 2009

Submitted by Julien from blog: Varicent Software announced two weeks ago that it had raised $US 35 million in venture funding. Most of those following or working in the SPM industry should have heard this by now. But what does it mean for Varicent, for its competitors, and for the SPM market? What it means for Varicent According to this [...]. (Read More)

Nov 03, 2009

Submitted by Julien from blog: I’ve been too busy to write regularly on this blog and now I’m getting in ‘another thing’.  I can’t believe I’m taking on anymore ‘work’, but I think this one could actually be really fun. Paul Hebert of I2I brought together a group of thought leaders in different areas of business and influence and started [...] (Read More)

Nov 02, 2009

Submitted by Julien from blog: Halloween is all about spooky stuff; monsters of all kinds, vampires and other undead creatures, evil pirates, killer bunnies… But the world of Sales Performance can also be a very scary place. Today seems to be a good time to share another horror story. The story goes like this: Eircom, the principal provider [...]. (Read More)

Oct 21, 2009

Submitted by Julien from blog: I recently read a blog post on the topic of who owns sales compensation. I get asked this question a lot and it got me to thinking about recent trends in “ownership” and the potential implications. Earlier this year OpenSymmetry conducted a survey on compensation management practices. The survey builds on [...]. (Read More)

Oct 09, 2009

Submitted by Julien from blog: I am in the process of studying for the ASQ Six Sigma Black Belt exam.  For those not familiar with Six Sigma, it is a framework and tool set to improve the quality of process outputs by identifying and removing the causes of defects and variability in business processes - which is also relevant to [...]. (Read More)

Oct 07, 2009

Submitted by Julien from blog: Note: There is a poll embedded within this post, please visit the site to participate in this post's poll. (Read More)

Oct 06, 2009

Submitted by Julien from blog: The Eastern Ontario Economic Showcase on September 24th had several outstanding speakers including Donald Trump, Terry Matthews (our own Ottawa technology billionaire enthusiast, and Brett Wilson, another successful Canadian entrepreneur.I went to the event, not because I expected them to ‘teach’ me to become rich and more (Read More)

Sep 25, 2009

Submitted by Julien from blog: Like a robust flu virus that just won’t go away, the federal government continues to propose new, vague regulations over banking industry pay practices.Last week, a source from the Fed said the agency would propose guidelines aimed at curbing the “culture of excessive risk-taking” at the nations over 5,000 federally-insured (Read More)

Sep 16, 2009

Submitted by Julien from blog: It’s hard to break some news about your own company without sounding maybe a bit opportunistic, and not completely ‘independent’.  However, I thought it was still worth mentioning that OpenSymmetry - which is one of the major consulting company in the SPM space - is adding to its arsenal of services and departing from being (Read More)

Sep 02, 2009

Submitted by Julien from blog: What is Monaco? Bingo! But Monaco is also the name of Callidus’ latest on-demand offering. The only problem is that they haven’t done a very good job at advertising it – which is one of the reasons why I’m receiving many questions on this topic. The press release about Monaco came out a few months ago but [...]. (Read More)

Aug 25, 2009

Submitted by Julien from blog: I overheard a conversation today about employee pay, with the premise being, what should come first, performance or pay?One of the gentlemen in conversation is a small business owner with about 35 employees. He was quick to answer his own question – “of course, performance should come first, but my (employees) don’t get th (Read More)

Aug 06, 2009

Submitted by Julien from blog: An Article in the Wall Street Journal talks about the recent challenges HP is having with their in-house incentive compensation system.HP’s compensation system, named Omega, is having problems calculating accurate commissions for 2000 out of the 23,000 HP salesreps according to current and former H-P employees and recent co (Read More)

Aug 04, 2009

Submitted by Julien from blog: Ventana Research recently released their Sales Performance Management Value Index 2009 research paper which benchmarks four leading SPM solution suppliers and their solutions.Unlike the Gartner SPM report which I have discussed a few times, the Ventana Value Index evaluates how well vendors’ offerings meet buyers’ requireme (Read More)

Julien Dionne

Visit my blog at leapcomp.com