Phase 8: Territory Design
In the territory design phase, SBI helps your company create balanced territories by placing the right reps in the right territories.
Your territories aren’t targeted for revenue potential. The allocation of sales territories is often based on criteria that have little to do with the proven effectiveness of the sales reps. As a result, resources are poorly allocated and revenue targets are missed. Territories should be designed such that your best sales reps work the territories with the most potential.
- Territory assessments
- Account potential and scoring
- Territory potential and goals
- Workload capacity modeling
- Fact-based account assignments
- Balanced territories
- Transition and communication planning
With your territories improved, it is time to move on to Phase 9: Quota Setting.