Beyond the Numbers: Why You Shouldn't Ignore Salesperson Capability in Assigning Territories and Quotas

Mark Donnolo, Derrick Russ

 

Territory and quota setting should be based on more than just financial measures of customer potential, or the market demographics of a certain geography. While these are important, best practice firms also consider the performance capability of salespeople and their available capacity. In this webcast, Sales Globe’s Mark Donnolo makes the case for including “people potential” in territory and quota planning, while outlining an approach to T&Q planni(...)

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