Reassigning Sales Territories: A Change Will Do Your Sales Force Good

Marco Madero, Scott Sands

Many sales forces grew large and successful with a “hands off” approach – one that might have included hiring good salespeople, putting them on commission plans, handing them a phone book and turning them lose. If they were good, they made lots of money. If not, they starved themselves out of the organization.

These companies soon reach a point where growth comes less easy – a point at which management asks: Are our senior salespeople too (...)


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