Scaling your GTM team is exciting—but once you pass 100+ resources, things can get messy fast. Between account executives, BDRs, customer success managers, and more, keeping territories fair, efficient, and high-performing becomes a serious challenge. And when territory planning gets complicated, RevOps teams feel the strain. From misaligned territories to frustrated reps, the roadblocks start piling up.
Here’s what they’re up against:
- Ineffective Territory Design: Struggling to create territories based on the right criteria, beyond just geography.
- Role-Specific Territory Needs: Requiring different territory plans for different roles, teams, or products.
- Frequent GTM Plan Changes: Constant adjustments to the GTM strategy (e.g., staffing changes, new product launches, or market conditions), creating chaos in execution.
- Inefficient Tech Stacks: Managing multiple point solutions that require significant time and resources to update when changes occur.
In such environments, traditional sales territory mapping tools and spreadsheets are no longer sufficient. Even corporate planning platforms like Anaplan can fall short, as they often require heavy customization. To address these challenges, many organizations are turning to Territory Management software, which streamlines territory planning and ensures a seamless GTM strategy.
A landmark study found that using automated territory planning software shows a 20% increase in reaching quotas.
Read more: Choosing the Best Sales Territory Planning Software
The Benefits of Territory Management Software
Territory Management software empowers RevOps teams to:
- Create Territories Based on Relevant Criteria: Instead of just geography, you can use data from your CRM to create territories based on factors like revenue, industry, and account potential, ensuring the right resources focus on the right opportunities. This leads to more motivated, productive sellers and lower attrition rates.
- Make Smarter Business Decisions with Scenario Modeling: Territory Management software lets you run What-If scenarios, so you can test different plans and evaluate their impact before implementation, helping you make informed decisions.
- Work with Greater Agility: With AI-driven territory balancing and rule-based automation, territory planning time can be reduced from months to days or even hours, allowing RevOps teams to adjust quickly to changes.
- Improve Operational Efficiency: Automation of common GTM activities, like territory rebalancing and lead routing, reduces time-consuming manual tasks, freeing up RevOps for higher-value work.
- Align Strategy and Execution: Changes to your territory plans are automatically reflected in other systems like routing and quota assignments, ensuring that execution stays aligned with the overall strategy without the need for custom code or IT support.
- Consolidate the Tech Stack: By reducing reliance on multiple point tools, Territory Management software streamlines your tech stack and minimizes integration time and costs, allowing your team to focus on strategy.
Key Features of Effective Territory Management Software
To fully realize the benefits of Territory Management software, it’s essential to select a platform that includes the following features:
1. Rule-Based Territory Assignments
Territories form the foundation of your GTM plan. Rule-based territory assignments ensure that accounts are assigned to the right territories based on relevant data from your CRM. With the ability to set up complex rules, you can create territory assignments that reflect specific business needs, such as targeting small businesses in a particular industry or region. Key capabilities include:
- Ability to assign territories by role (e.g., customer success versus sales)
- Metric-based feedback to understand the impact of different territory setups
- Support for named accounts and hybrid models
- AI-driven or rules-based territory balancing for faster, more efficient planning
- Geographic territory mapping with heat maps to visualize potential
- Real-time automated account assignments and reassignments
- Holdout management for exceptions
2. Coverage Assignments
As your GTM team grows, coverage models can become increasingly complex. You need to know the effective capacity in each territory, accounting for ramp-up times and the performance of sales reps. Territory Management software helps answer questions like:
- Who gets credit when a territory changes?
- Can you plan for future growth with temporary coverage or new hires?
This visibility enables more accurate capacity planning and ensures that your team is properly staffed for success.
3. GTM Plan Automation
Policies are the rules of engagement for your GTM plan, and Territory Management software automates them to ensure accurate and predictable execution. Common policies include:
- Lead routing
- Holdouts for special cases or exceptions
- Account hierarchies to ensure proper account management
- Data hygiene to maintain clean and accurate records
By codifying these policies, the software ensures that your GTM strategy is executed with precision, without requiring manual intervention.
Read More: Three Must-Have Sales Coverage Policies That RevOps Needs to Automate NOW
4. Auto-Sync with Transactional Systems
When your territory assignments differ from your lead routing or quota systems, chaos ensues. Territory Management software ensures that all systems stay synchronized. Whether it’s updating lead routing, adjusting quotas, or generating company-wide reports, Territory Management software automatically keeps everything aligned, eliminating the need for manual updates and IT intervention.
Check out These Additional Key Features
1. Effective Dating for Territory Changes
Territories evolve over time, so it’s important to maintain an effective dated definition of your territory. This ensures that you can track who was responsible for a territory at any given point and accurately manage commission payments. Territory Management software provides date-stamped records of changes, ensuring that sales teams are credited appropriately for their performance.
Read more: How to Stop Overpaying Commissions to the Wrong People
2. Scenario Modeling Capabilities
Scenario modeling is essential for testing multiple versions of your territory model. By evaluating different options based on key metrics—such as revenue potential or account size—you can determine the best way to allocate resources for maximum return on capacity planning. Once the optimal plan is identified, it can be deployed directly into your CRM and other systems.
3. Data Hygiene
Data hygiene is often a major issue in CRMs, particularly when it comes to address information. To ensure that your territory planning remains effective, you need a system that can automatically identify and correct bad data in real time, before it affects your territory assignments. Look for software that offers robust data validation and error correction features.
4. Real-Time Reporting by Territory
Transparency is crucial for alignment between sales operations and sales teams. Your Territory Management software should offer the ability to track and report on territory potential, balance, and performance across various metrics. By providing real-time data, you can monitor the success of your territory plans and adjust as needed to stay on track.
The Future of Territory Planning with Territory Management Software
As organizations grow, territory planning becomes more complex. Traditional tools like spreadsheets and simple sales territory mapping software are no longer sufficient. To effectively manage a larger GTM team, improve operational efficiency, and ensure strategic alignment, businesses need Territory Management software.
By offering rule-based assignments, scenario modeling, automation, and real-time synchronization with transactional systems, Territory Management software helps organizations maximize their RevOps efforts. The result is a more agile, efficient, and effective approach to territory planning that drives revenue growth and enhances team productivity.
Investing in Territory Management software not only simplifies the complexity of territory planning but also lays the foundation for more successful GTM strategies. If you’re looking to scale efficiently and ensure that your territories are optimized for success, this software category is a game-changer.
