I read this line from an sales employment ad this morning: Reps are NOT restricted by territory. The unrestricted territory seems innocuous enough…maybe even valuable. It usually isn’t. As a salesperson, I would read this ad with some skepticism in that the company may be trying to add salespeople without a cogent management plan. Back in my early years I took a job with a company that had no territories. There were approximately 15 salespeople in there serving the local market. What I learned is that the “old-timers” had effectively squatted on all of the accounts, whether they had an active relationship or not. Since there were no defined territories… Read More
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