Territory Design Quick Reference
Recall the core checks that prevent weak territory plans.
Objective What is the first question before drawing a territory? What must this design optimize this cycle? Use a SMART design contract so trade-offs are explicit before boundaries appear. Fairness Equal account count or equal chance to win? Use count as an input, not the fairness definition. Objection "This plan is unfair because my account count is lower." This plan is unfair because my account count is lower. A rep challenges the design with one metric. Your line Account count is one input. Let us compare potential, workload, renewals, and transition risk against the published design contract. Do not defend…
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