Article · 14 min read

Sales Territory Planning Best Practices

Everstage Free Advanced

Territory design treated as a fairness problem: every rep should have an equal shot at quota, which means balancing account potential and workload, not just drawing lines on a map. Includes the segmentation models to choose between.

• Four principles for territory design: fairness, focus, flexibility, transparency.
• Track territories on coverage percentage, quota attainment, revenue per territory, pipeline velocity, and retention.
• Revisit territory plans quarterly or twice a year rather than setting them once a year.