A customer-focused approach to territory design

12/31/2012 | Sales Benchmark Index

It's important to focus on your customers and prospects as you design sales territories for your organization, writes Patrick Seidell. "Resource allocation needs to be done with science," he advises. "It has to be based on where your market opportunity is." One benefit of using this approach is that it limits the excuses your representatives can make if their performance falls short, he explains.

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