CHARLIE’S GREAT, BUT. . .
Are we missing opportunities?
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| Charlie has been with the company for
13 years. For the past 10 years, Charlie has always been 110 percent of
assigned quota. We raise his quota a little bit every year, and like
clockwork he complains, but Charlie always makes his number. Mr.
Dependable. Good old Charlie. Charlie has three states for his
territory: Ohio, Indiana and Kentucky. Since the territory was new when
Charlie began, we assigned a quota based on other new territory
performances. |
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Now that it is mature, how do we know
if this territory is adequately covered? Are we cheating the company out
of needed sales and growth? Let's map Charlie's sales and take a look.
It's pretty obvious from the map that Charlie lives in Cincinnati. |
| It's also obvious that Charlie does 90%
of his business in the greater Cincinnati area. What does this mean? It
means for the last 10 years, we have assigned Charlie a quota for THREE
states that should have been for ONE city. Our course of action should
now be very clear! |
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