Territory Design Approach

Potential Analysis

• Use existing customer data to determine current spend

• Apply current spend to customer/prospect data to determine account level potential

Rank sales people

• Determine current territory potential (top 300 accounts?)

• Determine yearly rep revenue attainment

• Determine % penetration of potential for each rep/territory

• Rank sales people by % penetration

Map prospects /

customers to territories

• Account Location (based on HQ location)

• Account Potential (current spend analysis)

• Preferred Industries

• Enterprise/SMB Revenue Cutoff

• Account Workload

Produce territories including:

• Prospect Potential

• Customer Potential

• Workload Required

• Number of Prospect Accounts

• Number of Customer Accounts

Review territory map

• Look at sales rep rank vs. territory potential rank – any moves required?

• Look at list of accounts – need to add/remove?

• Look at existing pipeline – number/value of deals potentially moving?

• Re-run territory map

• Sales management review of territories and final account adjustments