Salespeople, managers and executives often disagree about the market potential of a group of accounts or a territory. Consider just a few examples.
A regional sales director says: "The Pittsburgh territory is vacant again. This is the fifth vacancy in two years. In exit interviews, the people who leave imply they don't have enough market potential to succeed."
A salesperson says: "My quota is 10% higher than last year. I've already maxed out the potential within my accounts. How am I supposed to get the growth I'm expected to deliver?"