Judging the effectiveness of territory and quota assignments is difficult. Firms, markets, and industries may each have unique challenges making quota setting and territory alignment problematic. However, there are characteristics common to highly effective territory and quota management efforts – characteristics critical to driving desired selling behavior and profitable sales activity.
This webcast profiles key imperatives for territory and quota management initiatives, and offers tests firms may use to measure their own effectiveness. Case studies are also provided that detail how technology and best practice approaches in territory and quota management improve sales deployment flexibility and impact overall profitability.