Recent Sales Management Association research identifies three markers of effectiveness in sales territory design in business-to-business sales organizations. These are securing accurate data inputs, leveraging the right technology, and redesigning territories with appropriate frequency. Most firms (58%) do not consider their territory design efforts effective, and the majority of these miss on all three markers.
This webcast addresses each challenge with research based insights and practical solutions used by high performing sales organizations. Topics include:
- How to determine the optimal design frequency
- The data inputs most important for sales territory design
- Quantifying salesperson activity, capacity, and workload
- Alternative approaches to securing data
- Where and how technology can support territory design
