Tech Bytes & Insights

Three Ways Big Data Could Impact Sales in 2013

Posted by Ashish Vazirani on Thu, Dec 13, 2012

You’ve heard the hype: Big Data and the potential insight generated from more, and more granular, information about customers and partners will help generate targeted and executable strategies, improved decision making and, ultimately, superior sales force performance.

At least that’s the promise.

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Topics: Ashish Vazirani, first-line managers, big data, sales force effectiveness (SFE), sales insights, sales effectiveness

Do You Really Need That Supersonic Parachute?

Posted by Kyle Heller on Mon, Dec 10, 2012

Four Principles to Simplify Compensation and Accelerate Performance

In August, I watched with awe the perfect orchestration of 79 interdependent events that together slowed the 2,000-pound Curiosity rover from 13,200 mph to 1.5 mph and placed it carefully onto the surface of Mars. The supersonic parachute deployed, the rocket separated, jets fired and Curiosity was gently lowered onto Mars. Amazing.

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Topics: Kyle Heller, incentives, sales compensation, sales quotas, first-line managers

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