Best Practice Report

The Pillars Of Effective Account And Territory Planning

January 1st, 2018

Summary

Many sales leaders are so busy addressing short-term goals and issues that they rarely step back to evaluate what is and isn’t working — and why. Too often, account and territory planning takes a backseat to short-term objectives, resulting in a lack of coordinated and vetted plans for sustained retention and growth. It is important to include all stakeholders in the planning process — such as sales support, account-based marketing, and partners — to ensure alignment and commitment. In this report, we describe requirements for developing and implementing an account and/or territory planning program that drives long-term value for sellers, partners, and customers.

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