How Much Money are You Giving Away by Managing Sales Territories Badly?

By |August 3rd, 2015|Territory & Quota|

If you have a sales force of bigger than a few reps, you have territories. They were first introduced to reduce confusion and help maximize sales productivity, and they still perform those roles. But today [...]

How Poor Territory Planning Banishes Leads to No (Sales) Man’s Land

By |October 28th, 2014|Territory & Quota|

Many sales managers live in a state of willful ignorance about territory management – or, rather, they live in a state of over-inflated confidence in their ability to allocate territories to their sales reps in [...]