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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Putting CCOS to Work for Your Incentive Program

Posted by Steve Marley on Mon, Mar 11, 2019

One of the most common metrics companies use when developing incentive programs is compensation cost of sales, or CCOS. Here’s how CCOS is measured, how it can vary by company and how to tailor it to your incentive program.


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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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Has Key Account Selling in Financial Services Reached the Tipping Point When It Comes to Sales Comp?

Posted by Jason Brown on Tue, Jan 15, 2019

This blog post was originally published on ZS's financial services blog, The Exchange.

Recently, I was talking with a financial services leader about how his company’s large account sales process has evolved over the years. Among other things, his company sells investment and financial service offerings, such as U.S.-based 401(k) record-keeping, to very large companies where the buyer might be making a decision on behalf of tens of thousands of employees.


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