When it comes to maximizing growth and revenue, you may be missing something ' something big. It's the harnessing of predictive AI to enhance and deploy sales performance management (SPM). Companies with sizable sales forces ' whether in the technology, medical device, pharmaceutical, industrial, or consumer goods industry or some other sector ' must consider adopting AI-driven SPM. Consider the example of NovaMed, a fictitious medical device business based on a composite of companies I've worked with and observed. In 2022, the company faced a challenging crossroads: Revenue had declined for three consecutive years, and the previous year's annual sales had fallen short of targets by 20%. A closer look suggested that there were significant problems in the sales organization and its processes. Specifically, an outdated sales-territory structure had resulted in overcrowded markets, with too many sales reps fighting over too few accounts. Meanwhile, misaligned quotas and unmotivating...
learn more
