#253 - How to Carve Your Team's Territories to Incentivise the Right Behavior (Anthony Cessario, Tropic)
30 Minutes to President's Club | No-Nonsense Sales
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Creating Equitable Books for Sales Reps
This chapter explores the concept of creating equitable books for a sales team and emphasizes the importance of elite talent across the entire team. It discusses the process of carving team territories and the factors that contribute to equity, such as industry focus and addressable ARR. The chapter also delves into the idea of making reps the CEO of their territories and provides strategies for optimizing territory design to achieve sales goals.
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Transcript
