Balancing territories properly is critical for maximizing your sales force’s success, and doing so correctly means using data to establish sales territories that will reach their full profit potential.
Gartner estimated that, on average, enterprises will miss the equivalent of 10 percent of total sales in lost revenue that could have been captured with improved processes for defining, assigning and managing territories, quotas and compensation plans. Without data, territory mapping and quota calculations become subjective, favor certain sales reps, and often do not maximize the company’s overall revenue potential.
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