Final Territory Alignment Insights
Look at the Territory: Do the Right Thing
A territory is a separate entity. It can be customized slightly to fit a specific salesperson's strengths. However, it should not be customized too much because territory alignments typically outlast a specific salesperson's assignment to the territory. When considering a change for a territory, it is important to consider the following questions:
Is this the right thing to do regardless of who the salesperson is?
Is this the right thing to do for the geography and the set of accounts?
A territory is built to serve the customer—consider how customers perceive coverage. Alignments are developed for sales potential, not for salespeople. Do not design territories around ...
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