This module addresses assessing salesperson performance when territories have unequal potential and workload. By normalizing performance, management can better evaluate salesperson value based on factors other than aggregate sales.
The module also considers how to balance territories based on potential, workload, or other factors. It presents basic approaches for balancing territory assignments, as well as a framework for quantifying the advantages of territory optimization.
This course module includes two videos totaling about 20 minutes, a module transcript, and one brief knowledge check quiz. This is an on-demand, self paced short course.
Certificate of Completion
Learners that score 100% on the knowledge check quizzes are provided with a certificate of completion for this course module, and may use the completed course to satisfy Sales Management Association certification program requirements.
Course Fees and Requirements
There are no prerequisites for this course. Course fees are based on SMA membership level.
- Members at the Corporate, Individual, and Associate membership level may enroll in the course at no cost.
- Non members and Basic members may purchase this course for US$60.00.
How to Enroll
- Use this link to enroll in the course.
- If you are not a full member (Associate, Individual, or Corporate), and you would like to purchase this course, enroll on this page and follow the instructions we email to purchase the course module. create a free. You can also purchase a full membership at this link, and take this and other courses for free.