Balanced territories have a huge impact on rep effectiveness and forecasting accuracy. But what actually constitutes a balanced territory? There’s no right answer. Balancing metrics depend heavily on your business needs, available resources, and go-to-market strategy....
As we all dust off our spreadsheets and get ready to head into the 2024 territory planning season, new trends in territory management promise to make your planning more efficient and your sales team more successful. So you don’t get left behind, here we explore what...
One of the most important SalesOps activities is territory management. When performed well, optimized territories can lead to a 2-7% increase in sales without any change in sales strategy or total resources (HBR 2015). However, today most organizations are still...
Accurate and efficient routing plays a crucial role in delivering exceptional sales or customer experiences. When objects, such as leads or inquiries, reach the right person at the right time, it leads to customer satisfaction and improved business outcomes. For...
