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Football Cities - A Sales Model Part 1

Recently a colleague asked me about the pros and cons of assigning sales reps to geographical territories. I immediately jumped into a presentation of 4 regions and football cities … and then I stopped. It’ is easy to regurgitate what is common and seemingly logical. While I have nothing against using football cities as a model to assign clients or prospects, it is not a fit for all situations.

It turns out that my friend needed expertise more than local presence. So, I asked him, “Why not take advantage of this remote world we live in and hire talent where he/she lives?”

After I stopped trying to be the smartest guy in the room (never the best move), I asked some questions and then listened.

My first answer wasn’t awful, but it didn’t offer the best solution to the question.

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