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The Interlock of Targets and Territories, and How to Optimise

In this session learn how to break out of overly simplistic sales territory modeling based on nothing more than surface data from the CRM combined with province or postal code borders. Understand the impact of travel time, time zones, and future population shifts and how those can predict a great territory or one that is close to spiraling down. From there, go deeper into sales team goal setting for better quotas. 10% more than last year fails both the sales team and the company, and there are better methods for improving performance.


Webinar Speakers
Erik Charles Headshot, Chief Evangelist at Xactly
Erik W. Charles
Chief Evangelist

Erik serves as a subject matter expert on the interlocking fields of revenue intelligence, revenue performance, and revenue optimization. Erik focuses on helping Xactly drive expansion and growth by better aligning positions, responsibilities, and incentives to be in sync with achievable strategic and tactical goals. He is an accomplished professional with more than two decades of experience in marketing, consulting, and product evangelization.