Fixing Salespeople's Biggest Complaint: My Territory is Too Small
Harvard Business Review
APRIL 5, 2012
If you spend much time around salespeople, it won't take long before you hear them griping about the issue that is the profession's biggest trouble spot: disagreement over the market potential of a group of accounts or a territory. In exit interviews, the people who leave imply they don't have enough market potential to succeed.".
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