Best Practice Report

Account Assignment And Territory Planning: Data Requirements

January 1st, 2018

Summary

Selecting the right data is the key to designing sales territories that maximize available resources. Most organizations use easy-to-find firmographic data such as company size, number of employees, location, and industry. The value of certain types of data must be balanced against the resources required to collect, validate, and leverage it as part of the planning process. Optimized territories are enabled with an insights-driven approach to targeting that begins with market segmentation, an identification of the ideal customer profile (ICP), and knowledge of the in-market accounts. In this report, we discuss the types of data that should be gathered to inform the decisions made during the annual territory planning process.

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