The last piece of the puzzle for ensuring territory balance is the account targeting of the sales playbook. Each territory needs an equal number of high-target “A” accounts for sales reps to pursue. Especially if each rep is going to have the same quota. Designing sales territories correctly will make life much easier. It’ll prevent a situation where a rep claims that he or she has a worse territory than others. This puts the responsibility for performance on the rep instead of on the design of the territory.
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