Sales Force Productivity Conference

23-25 October 2019 | Atlanta | Ritz-Carlton Atlanta

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COURSE – Sales Territory Design

1:15 p.m. to 3:30 p.m.

MON 15 OCT 2018

Congress Room

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Efficient sales territory design unlocks value in multiple ways: it enhances salesperson productivity, reduces needless selling expense, improves customer and opportunity coverage, and establishes a sound foundation for all other performance management activities.

In this short course, we’ll cover sales territory management basics, including how to balance territory opportunity and workload. The course will include an overview of current approaches and emerging management best practices, drawing on recent Sales Management Association research.

Also included are analysis approaches, best practice administration techniques, and a discussion of available territory management tools.


Adam Echter

Senior Director

Simon-Kucher & Partners

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Andy Williams

Director, Head of Training & Sales Excellence

Boehringer Ingelheim Animal Health

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Bob Kelly

Bob Kelly Sales Management Association Chairman


Sales Management Association

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Ken Kramer


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meet some of this year's sponsors

Sponsorship opportunites are now available for The Sales Management Association's Sales Force
Productivity Conference - Click here for complete sponsor list

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Hotel Info

The Ritz-Carlton Atlanta
181 Peachtree Street NE
Atlanta, Georgia 30303 

Tel. +1 (404) 659-0400

Hotel Info

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Sponsors' Prospectus

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