Compensating the AI-Directed Sales Force Aktana


It's a topic that will only become more pressing as artificial intelligence (AI) solidifies its status as a "must-have" tool for sales teams across industries. From financial services to life sciences, companies are working to not only define new compensation structures, but also overcome operational hurdles and drive internal adoption. These trends mean reps may have less direct control over their ability to achieve a sales quota. Classic sales compensation design suggests that when a rep's control over the outcome goes down, the percentage of their variable, or incentive, compensation should decrease accordingly. As pharma companies move to a lower percentage of variable pay and more team-based vs. individual incentives, we're seeing this outcome play out in real time.

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