Abstract

The most fundamental building block of any organization is Data; data is critical to any organization’s success. Getting data governance and quality right, can significantly improve the quality of sales planning and result in an intelligent data-driven territory allocation process. On the contrary, poor data quality and loose governance models often lead to laborious territory planning cycles, sub-optimal sales rep to account mapping and poor customer experience. Poor data quality could also result in an over- or under-allocation of a sales person’s territory and can result in poor customer experience and even attrition.

How to Cite
IYER, Venketesh. The Four Most Crucial Elements of Conducting Sales Territory Segmentation at Scale. Global Journal of Management And Business Research, [S.l.], june 2020. ISSN 2249-4588. Available at: <https://journalofbusiness.org/index.php/GJMBR/article/view/3175>. Date accessed: 30 sep. 2020.