May 18, 2021
Executing a Territory Plan
Whether you’re implementing a round-robin inbound rotation, a zip-code-based territory system, named accounts, or a combination of all three, you’re in for some system challenges and touchy salespeople. To be fair, they have every right to be wary. Territory changes can have a substantial impact on their ability to hit quota. Hopefully, due diligence ensures you’re giving your sales team every chance possible to succeed, but they’ve undoubtedly been burned in the past. In addition to a comprehensive analysis before rolling out your territories, you can take some additional steps to minimize new territory fallout.