A growing number of high-profile legal cases make a painfully clear point: aggressive, revenue-only sales incentive plans can lead to unethical sales behavior, customer backlash, and punitive governmental fines and regulations. The most infamous cases involve Wells Fargo, GlaxoSmithKline, and Purdue Phama in the USA, Lloyds Bank in the UK, and Australia’s four largest banks. […]
Find out how sales technology, from CRM to incentive compensation management, is evolving and impacting every aspect of the sales function.
In Moneyball, Michael Lewis taught Major League Baseball to dig deeper than conventional metrics like batting average, RBIs, and home runs to understand how to build their teams. They did rigorous data-based analysis and found metrics like on-base percentage and slugging percentage were better indicators of offensive success. Today we might call this artificial intelligence […]
Social media is having a profound impact on the sales profession. For decades, an important way to verify a salesperson’s claim to an extensive business network was to find out how many names, phone numbers and email addresses they had in their contacts lists. That’s old school now. To compete for the best jobs, salespeople […]
AI is everywhere –– everyone is talking about it but it’s not well understood. Do we really get it? People frequently focus too much on the application of AI, when in fact, the power of prediction comes from data. Today, predictive algorithms are powerful and can, for example, find compatible personalities among prospects and reps to […]