This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice approaches for optimizing salesperson assignments.
This comprehensive report features all findings, analyses, and management recommendations related to the research.
Other resources available related to this research
Research Brief
Core findings and selected exhibits
Research First Look
Listen as we discuss our first look at recently concluded research. This webcast features initial research findings, expert commentary, and an interactive Q&A session with attendees.
Companion Exhibits
A comprehensive set of charts, tables, and exhibits from our research data, presented in PowerPoint slide format.
