When Analytics Should Drive Sales Decisions — and When They Shouldn’t
Harvard Business Review
DECEMBER 21, 2023
As AI proliferates, companies are using it to offer data-driven recommendations on a wide range of activities, from whom to hire to what product a salesperson should recommend to customers. How much to rely on these data-driven recommendations should hinge on two questions: How high are the decision stakes? And how reliable is the data-driven insight?
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