The ultimate newsletter for outside sales professionals.
This week, our research team traveled to Atlanta for the Sales Force Productivity Conference. There was a lot of buzz around activity analytics and sales automation, but territory management stole the show. This week, our research team dug deeper into these topics.
The following article was written by Andris Zoltners, a professor at North Western. Despite being written in 2000, the research is extremely applicable to today’s sales industry. Buckle up because it’s a dense research paper (but it’s worth it).👇
Let’s not forget that digital maps are a recent invention. Remember the MapQuest era? Yeah, that was around the time the GPS (Global Positioning System) became accessible to the public. The GPS…
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