Best Practices for Sales Territory Planning

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


Matt Haller
Partnerships Manager, CaptivateIQ

Venketesh Iyer
Head of Analytics & Ops, Facebook

Christopher Michaud
Senior Director, Simon-Kucher & Partners