Managing sales territories and administering sales crediting rules are increasingly complex propositions for sales operations departments. Tracking sales by segment, channel, product, and sales job frequently means assigning credit for one sale to multiple sellers – sometimes a dozen or more in firms with large, overlay sales organizations. Along with added complexity comes the potential for friction, conflict, and inefficiency.
Common approaches to administering territory and crediting rules often involve homegrown tools, spreadsheets, and manual workarounds – a highly labor-intensive processes prone to error. New approaches and technology promises to reduce complexity, speed decision-making, and improve results. In this Sales Management Association webcast we’ll explore how technology is addressing complexity in territory and sales crediting administration, and also examine best practices, tips, and pitfalls to avoid when structuring account, territory, and crediting rules.
In this Sales Management Association webcast we examine:
- Why has territory management become so complex
- Various approaches to territory management that companies employ
- Best practice approaches to addressing common territory management problems
- How technology can play a role in driving improvements
Presented by Varicent's Fred Sass, Director of Product Marketing
