The world is in flux. Your business is caught in the turbulence. Do the sales territories you planned at the beginning of the fiscal year meet your current needs? Probably not.
Traditionally, sales territory planning happens only once a year. It’s a drawn-out process that often relies on convoluted and outdated spreadsheets to define the area, sales, and revenue each of your reps is responsible for targeting.
Sometimes, that process is so manual and takes so long, that the plan becomes irrelevant before a company even implements it. Inaccurate data and wrong assumptions set sales reps up for failure. Even when a territory map is drawn well, it eventually expires.
Your territory plan must transform to keep up with change. This guide will teach you how to adopt a process that’s less manual and more iterative and flexible to quickly meet your needs.
Analytics, data visualization, and scenario modeling make it possible to quickly plan and adjust territories, while incorporating accurate, real-time information. With these capabilities in your toolkit, your sales teams will be set up with the optimized territories they need to deliver the revenue your organization is counting on.
Included in this Contents
- Begin with quality data
- Segment your market
- Draw your territory map
- Roll out territories at scale
- Plan to iterate
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