As we’ve recently addressed the process and purpose of the Territory Plan (and its lacking across many sales organizations), let’s now confront the many faces, facets and formats of the… read more →
A Manager owned land and territory with many customers of his products and services. He left his domain for a while under the care of three overseers. The first was… read more →
Something about this time and season for salespeople. The end of the calendar year is in sight yet there’s still time for sales hope and a strong finish. And while… read more →
In the 2012 Sales Performance Optimization Study conducted by CSO Insights, there is the identification of the Top Sales Effectiveness Initiatives for 2012. The Top 5 are: 1. Revising/enhancing our… read more →
Surprisingly enough, most companies do not have or require a formal Territory Planning Review. What mostly exists is a regular but informal review of a sales rep’s Pipeline/ Forecast either… read more →