A quick way to increase productivity in business-to-business sales forces is through efficient sales territory design. Sales territories – salespeople’s assigned set of customers and prospects –are often created out of expedience or outdated assumptions. A more considered approach yields significant and immediate improvements in sales effectiveness.
In this webcast we offer simple frameworks for salesperson assignments and territory design that yield improved productivity across the organization. These principles can be used to regularly evaluate sales territories and salesperson assignments in order to improve productivity, efficiency, and opportunity coverage.
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