Sales Territory Optimization and Management
Many sales forces grew large and successful with a hands-off approach -- one that might have included hiring good salespeople, putting them...
Territory and quota setting should be based on more than just financial measures of customer potential, or the market demographics of a...
Sales territory management presents distinct challenges for many different organizations. This webcast explores industry best practices on...
In sales organizations where salespeople come and go, and sales strategies change each year, often the only constant is change. But...
Assigning territories are high-stakes decisions for sales organizations; firms who use an analytical approach to optimizing sales...
Productive sales forces ensure their salespeople are both effective and efficient. That includes focusing sellers on spending the right...
Research
Research Brief | 20 May 2018
This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research quantifies management’s...
Research | 23 January 2010
Businesses invest heavily in deploying field forces to service customers and increase revenues. Field resources may expand or decrease depending on business conditions, but the central challenge remains the same. It’s...
Companion Exhibits | 04 June 2018
This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research quantifies management’s...
Courses and Conference Archives
Courses | 01 January 2019
Fundamentals of Sales Territory Optimization and Management Well designed and managed sales territories allow firms to maximize sales...
Conference Archives | 19 October 2011
Management's impact on sales productivity begins before the first sales call is made, when the sales deployment model is established. Sales...
Conference Archives | 14 October 2015
Faced with shifting sales territories, a growing sales force, and exploding demand, DocuSign’s sales territories were a deployment...
Conference Archives | 26 October 2016
How do firms optimize existing resources when facing deployment decisions such as: How many sales reps do we need? Who should call on which...
Conference Archives | 17 October 2017
As North America’s leading provider of vehicle remarketing services, Manheim connects buyers and sellers to an extensive wholesale...
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