Best Practice Report

The Pillars Of Effective Account And Territory Planning

January 1st, 2018
Steve Silver, Vice President, Principal Analyst
Steve Silver Vice President, Principal Analyst

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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