REVOPS TRAINING

Territory

The defined set of accounts a seller is responsible for, by geography, segment, industry or named list.

Why the boundary must be unambiguous

Overlapping territories produce two reps working one account, which the buyer notices. Gaps produce accounts nobody works, which nobody notices — the second is more common and more expensive.

Audit for gaps, not just overlaps

Overlaps surface as conflicts. Gaps surface as nothing at all, so they have to be looked for deliberately.

RELATED TERMS

Lead Routing

The rules assigning each inbound lead to a specific owner — by territory, segment, product, account ownership or round-robin.

Capacity Planning

Translating a revenue target into the number of productive selling resources required to hit it, accounting for ramp, attrition and expected attainment.

Territory Design

Dividing accounts among sellers so each has a patch with enough potential to support a quota, and so coverage is neither duplicated nor absent.

Quota

The revenue target assigned to an individual rep for a period. The most consequential number in a seller's working life, and the mechanism translating a company target into individual accountability.

FURTHER READING

Territory Alignment and Quota Derivation: Separating Design Effects from Seller Performance

Territory alignment has a formal literature going back four decades and a known set of optimisation criteria. Most territory design is nonetheless performed by negotiation, and the resulting inequity is then attributed to rep performance.

Learn how to apply this: RevOps Audit

Definitions are the vocabulary. The courses are where you learn to operate it, with the interactive audit tools.

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