CHAPTER EIGHT
Putting It All Together—The Hybrid Sales Channel Coverage Model
It’s time to put it all together. Now that you and the members of your entire team have finished the hard work, let’s recap what you’ve accomplished so far:
You understand the importance of keeping the customer at the core of your decisions, no matter how strong the internal forces that push you to make coverage decisions for other reasons.
You understand the basic driver behind the business case: More coverage equals more growth.
You’ve considered how to customize your ...
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