attrition, churn, financial model
A free tool to visualize costs associated with salesforce attrition
The cost of voluntary attrition is really high in industries where salespeople play a much larger role in driving the top line. It is desirable to keep track of the salesforce voluntary attrition rate on an ongoing basis and analyze attrition trends and patterns.
Sujeet Pillai
analytics, cricket, duckworth-lewis, ipl
Gauge IPL teams overall performance consistency using analytics (Cricket 2008 – 2015)
IPL season is upon us and the madness is in full flow. Along with the IPL comes the inevitable discussions on which team is better, who is more consistent, etc. An analytical stab at that question
Sujeet Pillai
contest management, incentive compensation, sales compensation, sales contest design, sales contests
Sales contests definition – Design & Analysis
Sales Contests and SPIFs act as a medium to accomplish specific short term sales goals. They can be quite effective motivationally if used well because of the additional cash/non-cash based incentives over and above the normal IC plan.
Amit Jain
ipython, modeling, numpy, python, sales compensation plan, sensitivity
Analyze sales compensation payout sensitivity using python (Jupyter)
Sensitivity analysis of sales compensation payouts to sales performance is critical in plan design. A demonstration
on how Jupyter can be used effectively to perform a typical sensitivity analysis.
Sujeet Pillai
plan changes, sales compensation plans, sales rep retention, sales trends
Sales Compensation Analytics: Gauge effectiveness of your IC plan changes
How can compensation planners use analytics to gauge the effectiveness of compensation plan changes. This posts dwells on some of the primary analyses that compensation planners can perform in order to check that the right behaviors were motivated and that no unintended consequences occurred.
Amit Jain
