Balance Territories With Potential, Workload, and Travel
Diagnose whether a territory is balanced by checking potential, workload, and travel time together.
A fair territory gives reps a similar chance to hit plan with similar effort, not a similar count of logos. Hook At 6:40 PM, Maya is still driving to her fourth customer while Sam has already finished his second meeting and is prospecting from his desk. They both carry the same quota, but their patches do not demand the same work. Teach Good territory design is not mostly about drawing lines on a map. It is about matching selling opportunity to human capacity. A territory becomes unstable when one of three variables gets ignored. Sales potential answers whether the patch…
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