Resources

Assigning and optimizing sales territories is a complex undertaking for most sales organizations, even in "normal" circumstances. It requires balancing multiple objectives, accommodating a range of complicating factors, and accommodating the need for ongoing adjustments and contingencies. The global pandemic has amplified this complexity, and will require most firms to consider multiple adjustments in sales territories and other assignments as market conditions change. This session offers an overview of how sales organizations' territory assignment have been affected by the pandemic, a framework for managing the territory planning challenges presented, and practical advice for managing future territory adjustments.