During territory planning, Sales and Sales Ops leaders use several different factors to weigh their decision, including:
Even with these inputs, territory planning can still be a daunting task when leaders face looming blindspots around account-based performance and team engagement.
The problem typically starts with the CRM, as leaders rely on the data entered there to analyze account engagement. This approach's success hinges on having the right quality and quantity of sales activity logged, something that almost every organization struggles against. That's because manually entered data often lacks the details leaders need while anecdotes from reps ("trust me…") are too subjective a measure to assess account engagement or identify untapped opportunities.
That's where People.ai steps in. By tapping into rep's inboxes and calendars, key details around account engagement, contacts involved, and activity types are automatically captured and verified before being synced back to the CRM.
With this level of visibility, leaders can quickly assess the health of their territories while also addressing questions like:
Highly engaged accounts over past fiscal year
Accounts with minimal engagement over past fiscal year
Visibility into account engagement also opens the door for a conversation around capacity. When leaders have a better understanding of the types of activities reps are engaging in and how long those activities take, decisions around coverage or headcount can reflect real demand and position organizations to capture even more revenue from existing accounts than previously planned.
Reassign accounts that haven't been touched