Sales and Marketing

Territory Design and Sales Coverage Planning

Sales territories are usually inherited rather than designed, which leaves some people with more opportunity than they can work and others with a patch that cannot produce a target no matter what they do. This course rebuilds them deliberately. Delegates work through measuring market potential rather than counting existing customers, and segmenting accounts by value and by the effort they require. Coverage models follow, including field, inside, channel and hybrid, and matching the model to account value. Territory design is worked through practically: balancing potential, travel and workload, and the geography that makes a schedule impossible. Quota setting against territory potential is addressed, since a fair quota depends on an honest potential estimate. Transition is covered, including account handover and protecting relationships through a change. The course closes on reviewing coverage as a market shifts and on the cost of leaving a territory unworked.