Optimizing Sales Force Deployment Decisions

Sales management – especially in larger firms – requires making complicated resource allocation decisions. Changes in sales force deployment, sales jobs, assignments, quotas, and incentives can create a knot of complexity. Untangling this knot offers big rewards for sales organizations, in the form of increased productivity, broader distributions of salesperson success, and improvements in firm performance. This session offers practical advice for improving management’s decision quality around territories, quotas, and salesperson assignments, and details best practices in high performance firms.

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