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Q&A with Leslie Stretch, President and CEO, Callidus Software, a provider of sales performance platforms which won the Stevie Award for Computer Software Company of the Year in The 2011 International Business Awards. (Entries for the 2012 International Business Awards open in January, request an entry kit and join our mailing list for all Stevie Awards updates!)
What are your top 3 tips for improving sales performance?
 1. Hire the right sales people. Hire scientifically using search-and-selection methodology; use social media and video interviews on the web; and hire fast.
2. Coach scientifically. Usually 80% of your sales people will be B players, while 20%— the A players—will bring in 80% of the sales. You need to improve the B players with regular coaching and training sessions. Track and trace the behaviors of your sales staff, comparing B with A. Use tools to build up the coaching plans. Avoid generalist HR reviews. They don’t work with sales people.
3. Make it easier for your sales people to sell, but also make it easier for your customers to buy. If we make things too complicated for the customer, why should they buy? Put everything a sales person needs in one place and make all your information accessible. If you make it easier for the sales staff, you’ll dramatically increase sales.
What item of news recently caught your eye and why?
The acquisition by Hewlett-Packard of the British software firm Autonomy. This piece of news fascinates me, as Autonomy is a company that was started by Cambridge University scientists that has now been bought for $12 billion. Silicon Valley seems to be getting bigger, with recent acquisitions such as Google’s purchase of Motorola Mobility ($12.5 billion) and ABC News’ alliance with Yahoo!
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Finalists in the 2011 (8th annual) 
Tesla Motors