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.
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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.
Full Research Report
A comprehensive report of findings including executive summary, management recommendations, and detailed analysis.
