Just released, The 2020 Sales Compensation Trends Survey provides insights into sales compensation planning for 2020.
Unfortunately, the literature is rife with faux research and insights. Most no more valid than my analysis of what color suit I wear, but all accompanied by masses of data that may be correlated but have no causal relationships.
We see faux analytics leveraged all the time. There’s something authoritative about quoting a very large data set, tossing in the word Analytics, getting bonus points for AI/ML, and presenting the single “silver bullet.” “Do this and you will win.”