Doing research on local security companies. Curious how owners with small sales teams, say 3 to 10 reps , make territory decisions. Do you have a system or is it mostly experience? What would make that decision easier? Trying to understand the operational side of running a small security dealer.
Researching sales tools. Specifically looking at whether CRMs like Salesforce actually help D2D security teams decide WHERE to sell , not just track what they've sold. My understanding is most CRMs are great at pipeline management but weak on territory intelligence. Is that accurate? How do teams handle the gap?
I’m an IT student doing some research on how security sales teams decide what areas to hit each week. Do teams actually use data for picking neighborhoods, or is it mostly just gut instinct? I’m genuinely trying to understand how it works in the real world.