Giacomo Rotella's Posts

Back in the day, it used to be crucial for sales reps to know their territory like the back of their hands. Now, the playing field has changed. For a modern sales rep, that’s no longer something to be proud of.  Let’s look at some numbers: According to Harvard Business Review, optimizing your territory can increase sales by 2 to 7% According to Alexander Group, it can increase sales productivity by 10%-20% A study conducted by Xactly and the Sales Management Association shows that “effective territory design results in 30% higher sales performance” Although the numbers vary depending on the study, the results are obvious: Optimizing territory design…