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. On top of that, these metrics will change as your business matures, the market fluctuates, and resources shift. In this Fireside Chat with Colten Hoth, Director of Territory and Capacity Planning at Lucid, shares his insights on how to develop a territory balancing strategy.
We discuss:
The stages of territory balancing maturity
How and when to move beyond balancing solely on number of accounts
Considerations for integrating machine learning techniques such as regression analysis into territory balancing
