Estimating potential at the market, segment, territory, or customer level is critically important for sales organizations. By correctly sizing potential, sales forces are better able to deploy resources, set achievable goals, and measure performance.
This webcast addresses aspects of market potential estimation that are most important for sales leaders and sales force effectiveness professionals. It offers a review of key concepts and terminology, and a look at market potential data's impact on a range of sales performance management priorities. Emphasis is given to business-to-business sales contexts – where access to accurate market data is often limited. Presenters therefore focus on practical approaches and multiple strategies for addressing this challenge.