Three Ways That Machine Learning Can Improve Quota Setting

Posted by Chad Albrecht on Thu, Mar 28, 2019

PKS Prakash and Arun Shastri co-wrote this blog post with Chad Albrecht.

In our previous blogs, we discussed how AI and machine learning can impact sales compensation plan design. Now, let’s consider the three ways that machine learning can potentially impact quota setting.


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How AI Will (or Won't) Shake Up Sales Comp

Posted by Chad Albrecht on Tue, Mar 05, 2019

Arun Shastri co-wrote this blog post with Chad Albrecht.

In our first blog in this series, we provided an overview of the myriad changes to sales and marketing caused by artificial intelligence and machine learning. With new channels and methods, the world of selling is changing—and with it, the role of the salesperson. As such, these key areas of your sales compensation program must be reconsidered as well:


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Artificial Intelligence's Impact on Sales and Sales Compensation

Posted by Chad Albrecht on Thu, Feb 21, 2019

Arun Shastri co-wrote this blog post with Chad Albrecht.

Artificial intelligence is here to stay. While the concepts of artificial intelligence have been around for decades, the recent acceleration has been astronomical. We’ve seen advances in big data processing technology, image and voice recognition, complex computing capabilities and more.


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Research Review: Continuous vs. Lump Sum Payments

Posted by Chad Albrecht on Mon, Aug 20, 2018

This blog post is the third in a three-part series analyzing important sales compensation research.

Now that we’ve examined recent research on the success of team incentives and cash vs. non-cash incentives, let’s look into the efficacy of continuous vs. lump sum payments.


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Research Review: Should You Use Team Incentives?

Posted by Chad Albrecht on Mon, Aug 13, 2018

This blog post is the second in a three-part series analyzing important sales compensation research.

In my previous blog post, I weighed in on the efficacy of offering cash vs. non-cash incentives based on several studies and published research. Here’s a look at some of the latest findings on team incentives.


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