Allocating Salesperson Resources – Deciding How, When, and Where

13 January 2022


When management assigns salespeople to specific opportunities, accounts, segments, or geographies, they make resource allocation decisions that influence overall sales organization capacity, workload, and productivity. Over time, many small decisions can have outsized impacts. That's why the most effective sales organizations regularly review these resource allocation decisions to ensure they align with overall strategy and adhere to sound planning principles. In this webcast, we review the foundational concepts that underlie sales force resource optimization and offer a set of best practice suggestions to keep your sales force optimally deployed.

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