Fixing Salespeople's Biggest Complaint: My Territory is Too Small - Andris A. Zoltners, PK Sinha, and Sally E. Lorimer - Harvard Business Review
If you spend much time around salespeople, it won't take long before you hear them griping about the issue that is the profession's biggest trouble spot: disagreement over the market potential of a group of accounts or a territory. Consider just a few examples. A regional sales director says: "The Pittsburgh territory is vacant again. This is the fifth vacancy in two years. In exit interviews, the people who leave imply they don't have enough...
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