Ep.49 Sales Leadership in a Virtual World: Rethinking Territory Management

This episode of the Sales SOS podcast, hosted by Liz Heiman, focuses on how sales teams are rethinking territory management. Brynne Tillman, Darryl Praill, Renee Bigelow and Chris Bowen join the conversation to share their perspectives on both traditional and virtual territory structures, the value of working existing networks, and what it takes to stay flexible in a shifting environment. The crew talks about open territory models, how sales leadership plays a role in assigning accounts, and why keeping CRM records clean matters more than ever. They also look at how mergers and acquisitions can disrupt territory planning and why continued training helps salespeople stay ready for change.