Best Practice Report

Conducting A Quarterly Sales Territory Performance Assessment

January 1st, 2018

Summary

A well-designed territory and account assignment plan is essential to maximizing the productivity of the sales organization. Significant changes in the go-to-market model, sales force sizing, tenure, or turnover may dictate changes to territory or account assignments. The effectiveness of territory and account assignments should be assessed on a quarterly basis.

Most B2B sales organizations make major territory or account assignment changes once a year, typically during annual planning. Because of the impact of territory and account assignments on sales results, they are a vital concern for C-level executives, marketing, product, finance and, of course, sales. Unfortunately, many organizations fail to assess the impact and effectiveness of their territory and account assignments outside the annual planning cycle. In this report, we present the Forrester Sales Territory Performance Assessment Scorecard and discuss when and how to use it.

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