#territory-planning

Design balanced sales territories for maximum coverage. Methodology: 1. Analyze market potential by geography/industry/company size. 2. Assess current account distribution and revenue. 3. Define territory boundaries (geographic, vertical, account-based). 4. Balance workload and opportunity across reps. 5. Assign accounts based on rep skills and relationships. 6. Set territory-specific quotas. 7. Plan for coverage gaps and transitions. Use CRM data and market intelligence. Minimize disruption to customer relationships. Review semi-annually. Aim for <20% variance in territory potential.

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.