Territory and Quota Planning for the "New Normal"

Territory and Quota Planning for the "New Normal"

Does your upcoming territory and quota planning reflect a hybrid remote/in-person world?

 The brilliant minds of Martin Fleming and the team at Varicent and have done insightful research on the current state of TQP and challenges going into the "new normal". If you want the inside scoop on territory and quota planning in this unpredictable environment, check out the recording. Need the basics of TQP first? Check out the first principles of building out All-Star TQP here. 

Discussion topics

  • The difference in TQP for B2B and B2C companies

  • How to think about TQP as a sales leader (from bottom-up perspectives and beyond)

  • Designing territories for territory balance vs stable counter relations

  • Evaluating satisfaction of TQP and tactics for improvement


Key TAkeaways

  • Why the new normal?:  The changes that we've seen just over the past year and a half are a dramatic shift into how things were done before. We’ve identified more productive ways of engaging, but we're not going to return to the old normal. The hybrid fashion will bring another set of challenges and we have to prepare for those analytically, with the right tools. 

  • What encompasses state of the art tools for analytics and machine learning: Number one is seller productivity - you want balanced territories, and an analytical approach that can be confirmed by the sellers and sales leaders of the territory. You want to be able to do the modeling and machine learning that allows for a better understanding of detailed opportunities.

  • The motivation behind state of the art tools: Being able to understand who the most effective sellers are, who the least effective sellers are, and how sellers are performing relative to the territory. Also, understanding who is performing well and a detailed and fair assessment to establish the territory and quota.

  • Diversity in innovation and TQP: The diversity in age, ethnicity, gender etc that have come into sales orgs matters in terms of how innovative we can be and how we approach different problems. Different backgrounds bring different analytical mindset that are more inclined towards the tools that can help support the future of TQP.

  • TQP differences between B2B and B2C: For enterprise accounts, there’s not much of a difference, different from B2B and B2C where the focus is on industry, industry accounts or geography accounts. Once industry accounts are identified, the balance of the accounts become geography accounts, and then covered on a geographic basis.

  • What to expect for the future in tech and TQP: Expect a group of leading edge sales organizations who are going to adopt more analytic capabilities, and even AI capabilities. Martin expects an explosion of these types of tech and orgs that will change the game for TQP.