Overcoming the Sales Rep Nightmare Optimizing sales force territories CHALLENGE We’ve all heard the stories. The junior sales representative stuck in Nowhere, USA driving hundreds of miles per day just to scrape by while the senior sales representative gets the plush territory where she can make all her monthly metrics by spending one day in one building. Okay, so maybe it’s not that bad, but optimizing sales force territories so everyone gets a fair share of reward/effort is a significant challenge for many companies. Pharmaceutical companies deal with this challenge every day. Sales representatives perform regular visits to physicians located in assigned geographical sales territories and their performance is typically evaluated and rewarded based on the sales of differ

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