How to Manage Sales Territories Without Starting a Turf War

Annually, on a fixed date attached to the planning cycle before quotas are set, since quota and territory are the [...]

Move the account record before the relationship. Have the outgoing rep dictate a written record covering who decides, who influences, [...]

Draw the line by account instead of by geography, since both parties legitimately cover the same map. Workable splits are [...]

Balance on addressable opportunity within a capacity ceiling. Count the companies in each territory that fit your ideal customer profile [...]

Tell them first, privately, before anyone else hears it, with the compensation answer already decided. Lead with reasoning about the [...]

Sales territory management is the ongoing work of defining which accounts and prospects each salesperson owns, balancing those groupings against [...]