Author: Paul Melchiorre

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The butterfly effect in sales organizations

Sales organizations are complex entities, filled with moving parts. Customers, markets, products: all can shift at any moment. Simply staying aware of everything is a full-time job, let alone figuring out how to keep the business moving forward. In my

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incentive compensation

Four pillars of successful sales operations

After many years working in sales—first as a rookie sales rep for SAP, then helping start Ariba before joining Anaplan in 2016—I´ve seen the critical role that sales operations plays in a company´s success. While it isn´t glamorous, sales ops’

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