In performance evaluation by sales managers, the soft-spot principle holds that: 

An executive reaps the largest possible gain by working with the weakest segments of the organization. 

A company should not get rid of a territory or product that is a soft spot. 

The principle is applicable only to a territorial volume analysis and not to a product or customer analysis. 

It is more useful to measure soft spots on a percentage basis rather than dollar volume. 

If a company does a good job in sales-volume analysis, it won't have any soft spots

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