Unbalanced sales territories can act as a stumbling block for the sales team to reach their targets. If a territory is under-resourced, then fewer prospects will be identified and if it is over-resourced, then the processing costs will rise for the organization. It is necessary to create well-balanced territories by considering factors like the workload of the Sales Reps, the number of high-value accounts, selling costs, etc. This e-book is an interesting collectible to explore territory demarcation, formation, aligning further, and applying territory management for an organization.
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