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The Critical Role of Territory Design in Sales Performance

The Critical Role of Territory Design in Sales Performance

Territory design isn’t just lines on a map—it’s the foundation of sales success. Yet, too often, it’s treated as an afterthought rather than a strategic growth driver. Poorly structured sales territory planning and territory management can lead to uneven workloads,...
Are Geographic Sales Territories Still the Best Option?

Are Geographic Sales Territories Still the Best Option?

Geographic sales territories have long been the standard for dividing up sales opportunities. They’re easy to set up and manage, but are they the best way to maximize your organization’s potential? Research shows that 58 percent of companies lack faith in their...
Erik Charles: 3 Ways to Build a Killer Sales Comp Plan

Erik Charles: 3 Ways to Build a Killer Sales Comp Plan

What would your reaction be if your number one sales rep made more cash off their commissions this year than you do?  Is it a sign of a lousy comp plan? Or is it a fantastic idea to motivate sales reps?  For Erik Charles, a leading expert in bridging sales, marketing,...
5 Most Common Sales Quota Mistakes Sales Reps Make

5 Most Common Sales Quota Mistakes Sales Reps Make

It was the statistic that sent sales managers reeling. Up to 91 percent of sales teams whiffed their sales quotas in 2024. As go-to-market teams dive into a new year of territory planning, the effects of missed quotas have some RevOps leaders asking what went wrong...