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Gorillas in the Mist

The Horns of a Dilemma

Building a more intelligent salesforce
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This Idea Clip documents the change in client Business Allocation Strategies which inspired the rise of the client specialist, and the introduction by banks of more sophisticated coverage models, client plans, and measurement approaches.

There is a framework for diagnosing the alignment profile of these key factors followed by a typical profile that we have observed in a number of wholesale banks

The clip concludes with key questions to diagnose the alignment of the coverage model of your firm.

Peter Mathias

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