Most of our clients want to talk about growth. Very often the first place they look is external – What new channels could we sell through? What new products should we emphasize? Are there additional partners we can tap into?
That’s all well and good, but what we find more often than not is that internal factors are a much more serious constraint. These factors can run the gamut from how resources are structured and/or allocated, broken internal processes between departments that support sales and the sales function itself, or misaligned incentive compensation plans. Recently, however, we have come across many cases of territory inequities. Below are the most common situations.