E127 Part 1 - RELATIONS & BUSINESS MODEL: Driving Sales Productivity at a High Level

INSIGHTS OF THE DAY

BILL: LOOK AT ATTRIBUTES ON HOW TO BRING A TERRITORY TOGETHER

“We came to the conclusion a number of years back that not only does a rep with a well-formed territory perform better but with a well-formed territory, you get much better revenue lift. So we've looked at a lot of different attributes around how do you bring a category together in a way that makes sense analytically?"

Find out more about Bill Walsh in the links below:

• LinkedIn: https://www.linkedin.com/in/bill-walsh-94664aa/
• Website: https://www.dell.com/

 

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Alexander Group: https://www.alexandergroup.com/