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February 23, 2010

Turning Math into Cash

William M. Bulkeley

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