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Strategy
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The Fifth Step of Territory Design

May 19, 2011
In Step 5, we take the initial territories created in Step 4 and model a variety of scenarios to optimize the territory design. As with Step 4, a Territory Optimization tool isn’t required, but having one will greatly improve the...

The Fourth Step of Territory Design

April 23, 2011
The Territory Design process to this point has been heavy in data analysis. Now it’s time to take all that information to begin driving actionable decisions through the creation of initial territory drafts. A Territory Optimization software tool isn’t required...

The Third Step of Territory Design

April 10, 2011
Having analyzed existing customer spend to determine a potential for each customer/prospect segment in Step #2, the next step is to apply this potential to the entire universe of customer/prospects. Your primary challenge will be acquiring the comprehensive list of...

The First Step of Territory Design

March 15, 2011
Analyzing current territory performance is necessary to understand the relative performance of each rep/territory to isolate drivers of success. In this step you are looking for trends in past performance that will generate hypotheses to focus upon during subsequent Territory...

A World Class Territory Design Process

March 2, 2011
Step 1 – Baseline Current Performance:Analyze the performance of each existing territory including prior revenue performance, product/service revenue mix, customer counts, prospect counts, current pipeline opportunities, sales rep talent, etc. The output is a baseline of current territory performance. Step 2...

The 4 Territory Analysis Approaches

February 17, 2011
Focused Account Consolidation (Customer driven) Workload Leveling (Activity driven) Territory Compression (Cost driven) Typically data analysis focuses on one of the following four approaches: 1. Named Account Approach – Focus on high value targets or expressed “named accounts” as the main driver of the...

Why Aren’t My Reps Hitting Quota?

February 6, 2011
A 2009 studyconducted byCSO Insightsrevealed that just 51.8% of sales reps made quota, which means48.2%of the reps MISSEDquota. Our benchmarking data shows that world class sales organizations have 75% or more of their reps making quota. So what’scausing almost half of...

Drivers of World Class Territory Design

February 4, 2011
The goal of territory design is to optimize the results along one of three dimensions: Focused Account Consolidation (Customer driven) Workload Leveling (Activity driven) Territory Compression (Cost driven) Before attempting to design or optimize your territories prioritize your desired outcomes. Driver #1: Focused Account Consolidation The...
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