Best Practice Report

Integrating Field Input Into The Territory Planning Process

January 1st, 2018
Robert Munoz, VP, Principal Analyst
Robert Munoz VP, Principal Analyst

Summary

When establishing sales territories and assigning accounts, many B2B organizations fail to solicit and leverage insights from the field, while others rely primarily on local sales managers to provide this input. Neither of these approaches adequately balances considerations of workload, capacity, and opportunity to cover the addressable market. In this report, we outline a process for including field input in the annual sales territory design and account assignment process.

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