A short interview-style clip (SalesGlobe Sage, Feb 29, 2024) exploring how AI can improve sales performance management. Speakers discuss near-term applications like chatbots to handle compensation and dispute queries (potentially resolving ~90–95% of queries) and reducing administrative workload, and longer-term uses such as predictive analytics for territory and route optimization to minimize travel and improve assignment of accounts.
Chapters
All right, so now I want to think about the possibilities that AI offers to optimize sales performance management outcomes. So we can talk, you know, we already know about from. It's very interesting to me because you had brought up things like being able to help with dispute resolution, being able to assist with prioritization of your territories and you know, and your accounts. Like, what are some of the possibilities? I think we're just starting to see what the possibilities could be. But how you envision either current state, how AI is being leveraged for sales performance management outcomes to optimize them and what might be on the horizon.
Yeah, so I think we're seeing it filter into tools now and I think the key ones are going to be around chatbots. I think they offer a lot of key benefits. They are always available. So you're not, you don't have to have a team running shifts 24 hours a day. There's always the chat bot there, although they're a bit annoying at the moment. And I think I'm pretty confident that they're going to get better. You know, they're not going to be the Microsoft pay per clip. They are going to be a bit more like ChatGPT, which you've also fed in your documentation or your compensation statement to and say, looking at my compensation statement, why am I being paid this, for example? And I think that's going to resolve 90, you know, or 90, 95% of queries are going to be handled like that. That's, that's potential, a potential number there. And I think that's going to ease off the workload on administration teams which enables them to be analysts. I think that's probably the short term, the quickest one we will see. I think longer term there's more of a sort of predictive analytics piece coming in which we see for territory optimization already in some companies, perhaps not done as not always done within the sales performance management tool. But if you're looking at really tough optimization problems like what is the, what are the right territories? Given that here are all the locations of my individuals, here are all my locations of a client and that minimizes the amount of driving that all the sales individuals are going to do, then that's a really tough optimization problem and that's the kind of thing that can. AI and particularly predictive analytics element is going to be able to help with.
