Segment Accounts Before You Draw Territories

Draw coverage around meaningful account differences first; draw ownership lines second. Hook The CRO asks for a new territory map by Friday. The easy move is to sort accounts by ZIP code and call it done. The expensive mistake is discovering a month later that strategic hospitals and transactional clinics got the same coverage model. Teach Segmentation comes before assignment because not every account deserves the same motion. Territory design fails when sales operations acts as if all demand is homogeneous and then tries to compensate with quota math later. The segmentation question is simple: what differences materially change selling…

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