Market Coverage & Sales Resource Optimization: Bringing Science to the Sales Force

Mike Moorman, Ladd Ruddell, Arun Shastri

This article highlights key challenges that have inhibited sales resource optimization (SRO) at many organizations and introduces leading SRO practices and critical success factors.

> Download ( /-/media/files/publications/public/whitepapers/zs-mktcov-slsresopt.pdf?la=en )