How Might Big Data Affect Sales Compensation?

Posted by Mike Martin on Mon, Apr 06, 2015

At a sales compensation workshop I attended last week, the speaker was sharing some of the latest trends in big data. This is a very exciting topic and one that is making a lot of headway with new methods for predictive modeling and improving our understanding of customers. Most of the excitement around big data is in areas such as research and marketing, but I wonder if it will begin to make its way into sales compensation. I think so, because as marketers become more exposed to big data concepts, they will inevitably pressure sales to include it in the compensation plan as well. Below are some steps you can take now to be prepared for that request when it does come.

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