Growth Doesn't Have to Mean Growing Pains

Posted by Brian Thompson on Tue, Sep 03, 2019

As a manager in our private equity practice, I frequently engage with clients who are going through an exciting growth transformation. New roles are being created and large numbers of reps need to be hired to meet the new ownership’s aggressive growth goals.

However, rapid shifts in roles and headcount increases create a slew of issues for sales and compensation leadership to consider:


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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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Sales Comp for Support Staff: A Cautionary Tale

Posted by Chad Albrecht on Mon, May 07, 2018

As I ponder 20 years of sales compensation work, I’m seeing history repeat itself—specifically, the idea of sales support roles being on a sales compensation plan.


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