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The Sales Leader's Problem Solver by Suzanne M. Paling

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Chapter 9Misaligned Territories

Interviewing at Papaya Storm, sales manager Gabe learned about the oddly configured sales territories. For the chance to work at Papaya Storm, the hottest cloud software company on the market, he’d find a way to deal with the problem.

Marcus, company founder and president, had always managed the sales staff. He partnered with resellers in some parts of the country, but wanted a dedicated sales force calling on customers in territories close to headquarters.

The team superstar, Eric, covered Metro West, Monday through Thursday. He asked for an area far north of the city as well—near his lake house. He could drive up Friday morning, call on his accounts, and arrive at his second home that evening.

Eric being his ...

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