Should the reassignment decision include a rep's personal book-building goals and retention risk, or should CROs treat segment-rep fit purely as a math problem around quota attainment and quota carry-over?
The Reassignment Decision Is NOT a Pure Math Problem — But the Human Variables Must Be Quantified Segment-rep fit requires both structural data (quota carry, pipeline coverage, attainment history) AND human capital variables (book-building …
Read full answer ↗