In this session learn how to break out of overly simplistic sales territory modeling based on nothing more than surface data from the CRM combined with province or postal code borders. Understand the impact of travel time, time zones, and future population shifts and how those can predict a great territory or one that is close to spiraling down. From there, go deeper into sales team goal setting for better quotas. 10% more than last year fails both the sales team and the company, and there are better methods for improving performance.
