Designing and deploying optimized sales territories ensures your business is adequately serving customers and providing fair and equitable earning opportunities for your sales team. Effectively doing so requires a data-driven approach for balancing workloads, targeting the right customers, and driving revenue growth.

Panelists will discuss:

• Defining goals and objectives in a territory planning exercise
• Go-to-market data needed for effective territory planning
• Territory Indexing: How to capture and measure territory potential
• How to align sales team capacity with territory indexes
• Implement and Monitor: How to measure territory effectiveness

The more we can use data to inform quota-setting methodology, the more likely we are to set attainable, motivational, and financially responsible quotas. Data-driven quotas ensure fairness and accuracy by reflecting realistic market potential, historical sales trends, and individual rep capabilities.

Panelists will discuss:

• Defining goals and objectives in a quota setting exercise
• Common errors and mistakes in the quota setting process
• Go-to-market data needed for effective quota setting
• Assessing market potential: how to use Territory indexes to inform quota setting
• Sales capacity: how to use sales team capacity and productivity to inform quotas

Sales organizations thrive or falter based on the quality of their sales compensation plans. Crafting an effective sales incentive plan demands careful thought and attention to detail, as it can distinguish between a motivated, high-performing team and a disengaged workforce.  

Panelists will discuss:

• Planning process fundamentals  
• Plan design components and composition best practices  
• How do you know if your sales compensation plans are working?  
• Emerging trends in comp plan design