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Charting Your Territory in 2022

2022 has changed the sales landscape to reveal uncharted territories on the horizon. When it comes to mapping out your plans for the future, unexpected sea creatures, broken compasses, and unknown landscapes can be treacherous if you're not prepared to brave the stormy unknown.
The recent shift to a virtual world has changed the ways we look at territory, planning, and how we create attainable sales goals. So how do we chart the perfect sales territory without stumbling into sellers' storm?

We sat down with seasoned sales professionals at Varicent, KPMG, and Forrester on the tools and tricks that are critical in designing territories that are equitable, fruitful, and attractive to sales teams.

Discussion topics

New ways to design territories in the hybrid world
How to balance fairness AND maximize revenue
The role of AI/automation and advanced analytics in setting these strategies
How using multiple data sources can improve your planning

Key TAkeaways

Before you think about planning territories - start by leveraging your data to anticipate your customer's needs
If territory planning is about which customers you should invest in, make sure you pull the golden thread through in delivering on the customer experience they expect from you - otherwise, coverage strategy is all for nothing
You can’t – and shouldn’t – rely on what has worked in the past. Embrace new ideas and tools to help you plan smarter so that everyone has a fair chance at winning

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