Here’s the scenario: You’re an experienced sales analyst. You analyze the field sales team performance using CRM reports, excel sheets, pivot tables, charts, and graphs. It takes a significant amount of time to convert raw data into meaningful findings with actionable outcomes. In spite of this, the Sales Director wants that information yesterday. You can’t get him the reports fast enough but they’re not quite answering the questions he’s asking. You need a new perspective on the data and your...

Let’s face it, territory management is important. Harvard business review confirms it. We have already discussed the reasons why you should be doing it here, here, and here. But there are certain areas where it is even more important than others. Let’s examine. Are you selling B2B2C? Territory management is typically more important where the sale is the B2B predecessor of a consumer sale. This is because the consumer sale is likely distributed closer to the consumer. Your B2B efforts...