Make Account Segments MECE Before Mapping
Create account segments that are mutually exclusive and collectively exhaustive before assigning territories.
A messy segment model creates a messy territory model. Start With The Account Universe Territory design starts with the list of accounts that must be covered. If the list is incomplete or duplicated, fairness math becomes false precision. Clean the universe first: active customers, target prospects, partner-sourced accounts, named strategic accounts, excluded accounts, and house accounts. Use One Primary Rule At A Time A common trap is mixing levels: geography, vertical, potential, and channel all at the same layer. That creates overlaps. Pick the first rule that matters most for the selling motion, then nest the others below it. For…
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