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August 26, 2024
History of sales force sectorization
Until recently, the work of sales force sectorization was very often done empirically, with a bit of common sense and a lot of shared experience.
August 6, 2024
SMART(E) objectives for field sales!
Around a third of salespeople don't believe in the way their objectives are set, and think that the processes used lack transparency. Is this enough to explain
August 5, 2024
I have done my sectorization. What's next?
Too often, the organization resulting from sales sectorization remains fixed over time and deteriorates with the ups and downs of the sales force.