Assigning territories are high-stakes decisions for sales organizations; firms who use an analytical approach to optimizing sales territory assignments stand to unlock a significant productivity gain. In this Sales Management Association Online Experts’ Exchange panel discussion, we review three perspectives on optimizing territory assignments, maximizing sales productivity, and administering territory changes efficiently.
- Neil Ackerman, Program and Enterprise Management, Business Process and Technology, Altria
- Ken Kramer, Director, TerrAlign Group
- Chris Mall, Sales Investment Manager, W.W. Grainger
- Moderated by Bob Kelly, Sales Management Association Chairman