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Best Practices for Sales Territory Planning

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Territory Design is 50% art and 50% science, and somehow every seller will complain they got a "bad patch". We discuss best practices on territory development and how to make sure you're creating equally viable account patches for your revenue teams. We'll also dive into setting up incentives to ensure your sales teams exceed their quotas.

What you'll learn:

  • Territory design best practices
  • What is a "balanced" territory and what does that mean for rep performance?
  • What are some common incentive structures that help maximize coverage within the territory


CaptivateIQ elevates expert voices from within the company and invites top minds from the world of ICM and SPM to lend their outlook and perspectives.

Matt Haller
Matt Haller
Partnerships Manager, CaptivateIQ
Venketesh Iyer
Venketesh Iyer
Head of Analytics & Ops, Facebook
Christopher Michaud
Christopher Michaud
Senior Director, Simon-Kucher & Partners

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