Podcast · 44 min

#42 How to Build an Effective Sales Territory Plan - with Jeremy Donovan (Insight Partners)

Jeremy Donovan · Weflow Free Intermediate

#42 How to Build an Effective Sales Territory Plan - with Jeremy Donovan (Insight Partners)

Jeremy Donovan has carved territories across dozens of Insight portfolio companies, so he speaks to the political half of the problem as much as the maths: balancing on potential rather than account count, and how to bring reps into the design before you publish it.

Watch on YouTube ↗

The question it answers

  1. How do I split territories and segments without starting a civil war?

Read with it

  1. Written for Indian SaaS founders by the Everstage CEO, ex Freshworks. It gives the working numbers: quota period must be at... SaaSBoomi Article · 10 min read Getting the Quotas Right for Your SaaS Sales Teams Siva Rajamani
  2. The headcount question answered as arithmetic: revenue target divided by revenue per rep and capacity utilisation, with ramp... Everstage Article · 12 min read Sales Capacity Planning Everstage
  3. Territory design treated as a fairness problem: every rep should have an equal shot at quota, which means balancing account... Everstage Article · 14 min read Sales Territory Planning Best Practices Everstage
  4. Roughly 47,000 quota carrying reps across 246 companies, with average attainment at 42.7 percent. The number to put in front of... QuotaPath, using RepVue's Cloud Sales Index Report · 8 min read 57% of SaaS Sales Reps Missed Quota in Q2 2025. Here's What That Means QuotaPath, using RepVue's Cloud Sales Index
eChai Partner Brands The partnership →