Online Experts’ Exchange: Aligning Sales Territories

11 January 2011


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
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