HomeResearch Articles Account Assignment and Territory Planning: Data Requirements

Account Assignment and Territory Planning: Data Requirements

  • Selecting the right data is the key to designing sales territories that maximize available resources
  • Most organizations use easy-to-find firmagraphic data such as company size, number of employees, location and industry
  • The value of certain types of data must be balanced against the resources required to collect, validate and leverage it as part of the planning process
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