Video · 49 min

2025 Sales Planning Masterclass Series: Data-Driven Sales Territory Planning Fundamentals

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2025 Sales Planning Masterclass Series: Data-Driven Sales Territory Planning Fundamentals

Territories are the half of this question people hand wave, and this session treats them as a design problem with fairness of earning opportunity as the test. That fairness test is what stops the team gaming the plan.

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The question it answers

  1. How do I set territories and quotas that the team does not immediately game?

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