In an Omnichannel World, Do Territories Even Matter?

NCMA

In the world of virtual selling and combined inside/outside sales efforts, a sales leader should carefully consider their territory design – and their quota design should follow. To ensure your design plan is successful, there are some key factors to consider.

It’s Time for Annual Territory and Quota Planning – What Are You Going to Do Differently This Year?

As a sales leader this time of year, you have a lot on your plate. As you approach Q4, it is the time of year to evaluate your territory and quota design. Territory design exists to balance customer requirements and revenue expectations from leadership while considering sales rep workload to grow revenue. According to Harvard Business Review,

“Research shows that optimizing territory design can increase sales by 2% to 7%, without any change in total resources or sales strategy.”

You may worry that too much emphasis on quota…

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