Assign too little potential to salespeople and they'll starve, but too much assigned potential leaves some opportunities unaddressed. Balancing potential across sales territories helps make quotas achievable for all salespeople and maximizes the firm's sales capacity and productivity. This webcast considers territory optimization approaches, including: Utilizing what-if scenario analysis to...Read more
Fundamentals of Sales Territory Optimization and Management Well designed and managed sales territories allow firms to maximize sales force capacity, provide a foundation for other sales performance management activities (including incentive compensation and quota design), and have a host of other benefits to sales forces. This course reviews territory management...Read more
Sales forces are change-intensive organizations, as are the markets and customers they serve. This research reviews critical change management practices in business-to-business sales forces, focusing on management's efforts to anticipate and lead high impact change initiatives. Research outcomes include the degree and speed of change facing sales organizations, sales organization's...Read more
Sales forces are change-intensive organizations, as are the markets and customers they serve. This research reviews critical change management practices in business-to-business sales forces, focusing on management's efforts to anticipate and lead high impact change initiatives. Research outcomes include the degree and speed of change facing sales organizations, sales organization's...Read more

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