How AI-Augmented Distribution Models Turn Human Efforts Into Super-Human Results

Posted by Rubesh Jacobs on Tue, Feb 26, 2019

In a world where autonomy, mastery and purpose drive high performance, the very idea of a centrally directed automaton feels completely disjointed and jars the senses. How could we expect members of our sales teams, who grew up being told to think of themselves as CEOs of their territory, to do exactly what AI (or predictive analytics from HQ) tells them? Also, how can we assume that HQ knows best when it comes to client needs and preferences?


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Why Now Is The Time for AI-Augmented Distribution

Posted by Jason Brown on Thu, Jan 03, 2019

When I speak with heads of sales and distribution across financial services companies, one topic is consistently on their radar: using technology—artificial intelligence and machine learning, in particular—to enable their organizations. For some of these leaders, this topic is core to their vision of the future: They are already investing in new selling and marketing approaches and the technology to enable them. For others, it’s reluctantly on their agenda—the brainchild of some other leader who is promising transformational change—if only salespeople would follow the next best action.


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In Baseball and Sales Analytics, 'Swing Changes' Are Risky Yet Rewarding

Posted by Jason Brown on Mon, Jun 18, 2018

Like most of my thoughts, this blog starts with baseball. It will ultimately lead us to sales organizations, analytics and the implications of next-best-action recommendations, but indulge me for a minute first.


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Can You ‘Nudge’ Salespeople Toward Higher Performance?

Posted by Jason Brown on Mon, Jun 11, 2018

We’re on a continual search with our financial services clients for new ways to elevate sales performance through means other than incentives. These efforts take many forms, from the traditional—such as training, coaching and territory management—to newer ideas, like data-directed selling. Often, efforts in the latter category come in the form of “nudges”: discreet attempts to change behavior, such as approaching one conversation differently, making one more sales call, or pursuing one more lead.


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Why You Might Be Impeding Your Organization’s Analytics Success (Or, a Brash Memo That I Never Sent)

Posted by Rubesh Jacobs on Fri, Jun 08, 2018

I wrote this memo to a C-level client and (thankfully) never hit the send button. After you read it, I’m sure you’ll agree that coaching and feedback discussions are best had in person. Later, I did exactly that in a casual setting, but nonetheless wanted to share the memo, which offers my views on how leaders can accelerate that analytics capability:

 


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