Sales territory planning optimization

Design balanced sales territories for maximum coverage. Methodology: 1. Analyze market potential by geography/industry/company size. 2. Assess current account distribution and revenue. 3. Define territory boundaries (geographic, vertical, account-based). 4. Balance workload and opportunity across reps. 5. Assign accounts based on rep skills and relationships. 6. Set territory-specific quotas. 7. Plan for coverage gaps and transitions. Use CRM data and market intelligence. Minimize disruption to customer relationships. Review semi-annually. Aim for <20% variance in territory potential.