Research Brief: Optimizing Sales Territory Design

20 May 2018

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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.

This Research Brief, an abridged version of the full research report, provides selected findings and exhibits.

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Other resources available related to this research


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.


Companion Exhibits

A comprehensive set of charts, tables, and exhibits from our research data, presented in PowerPoint slide format.


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