Optimizing Market Coverage to Drive Organic Growth

15 September 2014


With limited resources to deploy in the market, to achieve today’s aggressive growth objectives it’s critical that those resources be deployed optimally to maximize market coverage and drive results. This workshop with Marshall Solem and Scott Sims from ZS Associates explores how to apply best practices and address vital real world issues such as:

  • Role pollution, too little selling time
  • Too much focus on small accounts
  • Fragmented approach to global customers
  • Not seeing enough of the new opportunities
  • Best talent not on most important accounts
  • Managers covering for weak salespeople
  • Heavy and light territories
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