Three Reasons Why Sales Territory Alignment Is Important

There are many different ways to assign salespeople to accounts. In fact, there are more than 1,000 ways to assign ten accounts to two salespeople. Since the problem grows exponentially with additional accounts and salespeople, the number of alignment possibilities for any reasonably sized sales force is virtually endless. Not surprisingly, there are hundreds of potentially good alignments and an enormous number of bad ones. Not only is there a huge number of possibilities, but alignments can be extremely complex. Many companies have a number of specialized sales forces with different structures depending on whether they serve an urban or a rural setting. Consider, for example, a consumer ...

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