Abstract

The most fundamental building block of any organization is Data; data is critical to any organization#x2019;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#x2019;s territory and can result in poor customer experience and even attrition.