Webinar Recording:
Managing the Complexity of Sales Territories and Compensation

Original Air Date:
Thursday, December 6, 2012

Many organizations are facing the increased complexities that come with growth, diversity in product offerings, and market segmentation. These rising complexities create challenges around territory management, crediting, and sales compensation. With the proliferation of roles, responsibilities, and overlapping assignments in the sales organization; who gets credited when a sale is made, is an increasing concern. During this Webinar, you will learn the steps leading companies, large and small, have taken to improve how sales territories are designed, assigned, and managed.You will also benefit by learning:
  • the latest research from CSO Insights addressing territory management trends
  • ideas to improve the territory management /compensation process at your company
  • the most crucial considerations to address when managing territories

Speakers:
Kevin Gray, , Product Marketing Manager, Varicent, an IBM Company
Gerhard Gschwandtner, Founder & CEO, Selling Power
Barry Trailer, Cofounder, CSO Insights


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