Assessing Territory Potential Against Quota. In the first three parts of this four-part series on Territory Planning, we identified 8 core characteristics of a sound unified territory planning process, talked about Focus-Account Selection and Categorization, and explored approaches to finding, sizing, and representing opportunities on the territory plan. In this final installment, we will look at the last two items on my list of eight core characteristics of a sound unified t

Finding, Sizing, and Representing Opportunities on the Territory Plan. In the second part of this four-part series on how to effectively use Territory Planning to identify the path to attaining bookings quota, we talked about focus account selection and categorization. Here, in this third installment, we will explore items 4 through 6 on my list of eight core characteristics of a sound unified territory planning process, which relate to finding, sizing, and representing oppor

Selecting and Categorizing Accounts. Continuing our four-part series on how to effectively use Territory Planning to identify the path to attaining bookings quota, we will now go a bit deeper into the first three items on my list of eight core characteristics of a sound unified territory planning process. See Part 1 for the complete list. First and foremost, the territory planning process forces the sales rep to THINK, deeply, about accounts, product & service mixes, which op

Eight Characteristics of a Sound Unified Territory Planning Process. It’s an age-old question for B2B sales reps and sales managers, alike: “How am I going to hit my quota?” Surprisingly few enterprise sellers and managers can answer the question with surety and evidence. Instead, many reps and sales organizations rely on past results as an indicator of future performance, gut-feel, hope, and even downright luck to make their numbers. As a consequence, too many quotas are mis