Three Trends that Will Affect Territory Optimization in 2013
Three Trends that Will Affect Territory Optimization in 2013: by
Today's blog post is by Christopher Cabrera, CEO of Xactly Corporation, the industry leader in sales compensation automation. Last year alone, quota attainment plummeted by 25 percent, even as quota targets rose by 33 percent. Several factors likely contributed to this statistic, but doubtlessly, unrealized territory potential is one of them. Your approach to territory planning has a significant impact on your sales team’s performance – particularly if you’re planning to increase your sales quotas and head count in 2013, expand your product road map, or attempt to penetrate new verticals. Historically, territory management involved distributing responsibility and revenue potential...
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