Start With the Territory Design Contract
Write a territory design objective that is specific enough to guide trade-offs.
The map should answer the contract, not become the contract. Name The Design Job A territory can optimize for market coverage, rep fairness, customer continuity, specialization, travel efficiency, or speed of management. It cannot maximize all of them at once. The first move is to name the job the design must do this cycle. If the strategy is enterprise expansion, potential and account fit may matter more than equal logo count. If the problem is service quality, continuity and workload may matter more than perfectly equal quota. Turn Values Into Tests SMART goals matter because they convert good intentions into…
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