Anthropologist Gregory Bateson wrote about the difference between map and territory in his 1972 book, "Steps to an Ecology of Mind." By this he meant that the maps we hold in our minds, while often useful, can in no way be expected to reflect the complexity of the real-world territory they are designed to represent.

Asset management firms seeking to boost wholesaler productivity face a similar challenge trying to isolate the sales contributions made by a given individual or sales team from the sales potential of a territory. In a recent study conducted by our firm, we found that fully 87% of sales managers do not know the percent of assets coming in through a territory that results from the efforts of their wholesalers.

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