Optimizing Salesperson Assignments and Territory Design

25 May 2023


This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice approaches for optimizing salesperson assignments.

Condition of Participation

Research participants are asked to complete an online survey lasting approximately nine minutes, and may optionally elect to participate in a brief telephone follow-up interview.

Participation Eligibility

The study is open to management practitioners responsible for developing, supporting, or managing a sales force. Target participants are involved in planning, sales effectiveness, sales operations, executive sales leadership, or strategy in their organizations.

Benefits of Participation

Participants receive:

  • A copy of the findings report on this research topic.
  • Associate membership for one year, if not already a full member of the Sales Management Association.
  • An invitation to a Sales Management Association webcast in which summary findings are presented to our audience in Q4 2023.


Survey results are only reported in aggregate, and never in a way that would compromise the identity of any single respondent. All individual respondent data are treated with strict confidentiality, and will not be distributed or shared with any other entity, or with anyone not directly employed by Sales Management Association.


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