Balancing Sales Territories

23 January 2019


Assign too little potential to salespeople and they'll starve, but too much assigned potential leaves some opportunities unaddressed. Balancing potential across sales territories helps make quotas achievable for all salespeople and maximizes the firm's sales capacity and productivity. This webcast considers territory optimization approaches, including:

  • Utilizing what-if scenario analysis to balance named account, "patch of dirt", and hybrid territory assignments
  • Integrating disparate data streams from total addressable market, lead, opportunity, and customer data from internal and external sources
  • Segmenting and scoring markets by geography, company size, industry, and product attributes
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