Just like a farmer, a business has to cover its entire selling territory to maximize its return. But applying just one approach to the entire field will not optimize the yield. Instead, different tools and techniques should be applied after having assessed and quantified the attention needed. SalesSuite’s Routing Principles workshop helps participants first understand the varying nature of the attention that customers need. Accumulating these needs, one determines the overall need and can then devise coverage strategies to find the optimal combination of field visits, calls and emails to ensure that customers are visited sufficiently while resources are applied cost-effectively.