Making Sense of Sales Territories

New Approaches to Sales Territory Management

Fred Sass

Managing sales territories and administering sales crediting rules are increasingly complex propositions for sales operations departments. Tracking sales by segment, channel, product, and sales job frequently means assigning credit for one sale to multiple sellers – sometimes a dozen or more in firms with large, overlay sales organizations. Along with added complexity comes the potential for friction, conflict, and inefficiency.

Common approaches to administering ter(...)

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