How Your 5th-Grade Geography Quiz Informs Sales Force Design

Posted by Ryan Madsen on Fri, Mar 25, 2016

I recently helped a high-tech client revamp its North American sales territories. At the start of the project, while looking at a map of the United States, I recalled a quiz from 5th grade for which I had to memorize all 50 states and write their names on a blank map. Then it clicked: Geography matters. Even in an increasingly digital ecosystem, the geography of a sales territory influences the effectiveness of the sales rep assigned to it, regardless of the rep’s individual capability.

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