#coverage

Design balanced sales territories for maximum coverage. Data inputs: accounts by geography, revenue potential, current customer concentration, sales rep capacity. Criteria for balance: 1. Equal revenue opportunity ($2-3M per rep). 2. Manageable account count (50-75 active accounts). 3. Geographic proximity (minimize travel). 4. Industry expertise alignment. Process: 1. Map all accounts on visualization tool. 2. Identify natural clusters. 3. Assign territories. 4. Calculate opportunity per territory. 5. Adjust for balance. 6. Get rep buy-in. Review quarterly. Tools: Maptive, Badger Maps, Salesforce Territory Management. Prevents neglected accounts and rep burnout.