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territory management

3 Min Read

Field Sales

How to Calculate Sales Volume and Use it to Win in the Field

Melissa Sonntag

Tracking business metrics can show not only where your business has been, but where it should go in the future. For data-driven brands, business metrics can be divided into distinct three types of..

3 Min Read

Field Sales

What Is % ACV And Why Should CPG Brands Care?

Melissa Sonntag

Many brands focus heavily on getting as wide of a distribution as possible. But a product on a shelf does not equal instant success. In fact, quite the contrary -- sometimes it's not about the..

5 Min Read

CPG Tools & Tech

6 Territory Management Questions for Smarter Field Management

Sara Mack

A big part of organizing your field team is evolving your territory management strategy into the best possible rep-grouping method. In this post we’ll tackle the big questions brands struggle with..

6 Min Read

Field Sales

4 Territory Management Mistakes That Hold You Back From Growth

Melissa Sonntag

Running a business is all about trial and error, which makes mistakes inevitable. Still, some mistakes can cost you more than others. When it comes to territory management, many managers do not..

2 Min Read

Territory Management

Allocating Field Territories: Why and How?

Aya Tsuruta

Here’s what you don’t want: unnecessary travel costs, concentrated efforts in areas with low returns, or a lack of attention on your highest revenue-generating clients. Andris Zoltners of..

2 Min Read

Territory Management

How To Improve Efficiency with Effective Territory Management

Victoria Vessella

Managers become extremely frustrated when they have a team of competent field representatives, but lackluster sales and customer satisfaction levels. One explanation for these problems is..

2 Min Read

Territory Management

Boosting Employee Engagement With Effective Territory Management

Erin P. Friar

Sales executive Marie Warner said in an article:

“A major complaint of both novice and senior reps...is that their territories are repeatedly changed once they have invested time in fostering..

1 Min Read

Territory Management

Why it Might be Time to Rotate: Territory Management

Cam Garrant

Sales are contingent upon the attitude of the salesman—not the attitude of the prospect.

5 Min Read

Territory Management

Sales Territory Management Plan: Creating a Strategy That Works [Infographic]

Nancy Chen

Most consumer goods companies understand the importance of an effective sales territory management plan - it can prevent territory overlap between field reps, which causes confusion and wastes..

2 Min Read

Territory Management

Divide and Conquer: 3 Methods for Territory Management

Cam Garrant

For any business that works out in the field, setting up sales territories for representatives to operate within is essential. To develop a territory management system where representatives are..

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