Sales territory planning is one of the most important components of an organization’s go-to-market strategy. Frequently, sales leaders overlook territory planning as a catalyst for growth. Planning takes time, but right before the start of a new fiscal year or quarter, there’s often not enough time. It is also frequent to find organizations applying cookie-cutter or equal spread logic to the process of carving out territories in hopes of being fair or democratic to all the sales reps. How...
