A sales organization’s coverage model aligns its selling resources with customers and market opportunity. Optimizing sales coverage represents an important priority for many firms as they plan for 2013. This Sales Management Association webcast features approaches for improving both sales coverage efficiency (doing more with less) and effectiveness (improving impact with the highest potential customers). Presented by Symmetrics Group’s Warren Shiver, this session focuses on a recent case study involving a multi-billion consumer packaged goods firm where sales coverage changes resulted in more than $2 million in annual expense reduction while increasing sales by 22%.
Warren Shiver
