Until recently, sectorization meant defining sectors with markers and pushpins on a map hung on a wall. And that’s hardly a caricature! The work of sales force sectorization, that of creating sectors for sales staff, was very often […]
Around a third of salespeople don’t believe in the way their objectives are set, and think that the processes used lack transparency. [1] Is this enough to explain why, in both Europe and the USA, around 40% of sales people […]
All too often, the organization resulting from sales sectorization remains fixed over time and deteriorates with the ups and downs of the sales force. Earlier, we reported on the evolution of the sectorization process over the last two decades, […]