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Live Digital Panel - November 13, 2020

territory design for unicorns

Territory Design is 50% art and 50% science, and somehow every seller will complain they got a "bad patch". It shouldn't take an applied math degree to build equally economically viable territories for your sales team.

Our speakers, CaptivateIQ's Matt Haller, Facebook's Venky Iyer, and Simon-Kucher & Partner's Christopher Michaud, discussed their best practices on territory development and how to make sure you're creating equally viable account patches for your revenue teams. They also dove into setting up incentives to ensure your sales teams exceed their quotas.

Key Topics

  • First principles of territory design including what data to use (and what to ignore)

  • When and how to adjust territories 

  • Setting up comp plans to accelerate sales & data to drive world-class territory ownership

Key Takeaways

  • Failure to plan is planning to fail! Get started ASAP to avoid headaches.

  • Weeks before annual planning, get a profound understanding of the selling roles and segment your strategic accounts to better build patches and prevent crossover.

  • Have some rules of engagement - define for your partners and direct team who’s going to own which opportunities and reinforce this using incentives.

  • Make sure you stay above the fray - territory design is a painful process but if you can maintain decorum and diplomacy in navigating your team through it, you’ll be seen as more of a trusted business advisor than a report generator.

  • Watch the full recording here.

Thanks to CaptivateIQ for sponsoring this event! Check them out here.