Firms often add salespeople, and in doing so split or reassign sales territories. This is potentially warranted anytime customer and market demands outgrow a firm's current coverage scheme. But splitting territories is fraught with peril and many sales organizations do it hastily, creating earnings imbalances, misaligned opportunity that diminishes overall productivity, and sales force dissatisfaction.
In this webcast we review the basics related to splitting territories: do's and don'ts, best practices, practical frameworks for determining when and how to make territory splits, and answers to all your territory split-related questions.
