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Territory management and quota setting have lagged behind other aspects of sales performance management. Manual processes and decision-making based on spreadsheets are common, but completely inefficient. They tend to cause disputes and aren’t fit for purpose in most businesses today, where role overlays, temporary cover, product and customer hierarchies all impact on accurate assignment and calculation.
To keep up with the complexity, you need to build in a territory and quota module. Real-time modelling applications mean sales operations can have immediate visibility of changes and impacts throughout the year. We can help you optimize your territory and quota management, increasing sales performance and ensuring effective compensation programme design and delivery.