February 23, 2010

Turning Math into Cash

William M. Bulkeley

IBM is tapping mathematical models to optimize business practices.

Five years ago, Brenda Dietrich started to investigate how IBM’s 40,000 salespeople could learn to rely a little more on math than on their gut instincts. In particular, Dietrich, who heads the company’s 200-person worldwide team of math researchers, was asked to see if math could help managers do a better job of setting sales quotas. As it turned out, it could.

Full story at Technology Review

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