Fireside Chat: Crafting a Winning Territory Balancing Strategy

Balanced territories have a huge impact on rep effectiveness and forecasting accuracy. But what actually constitutes a balanced territory? There’s no right answer. Balancing metrics depend heavily on your business needs, available resources, and go-to-market strategy. On top of that, these metrics will change as your business matures, the market fluctuates, and resources shift. In this Fireside Chat with Colten Hoth, Director of Territory and Capacity Planning at Lucid, shares his insights on how to develop a territory balancing strategy.

We discuss:

The stages of territory balancing maturity

How and when to move beyond balancing solely on number of accounts

Considerations for integrating machine learning techniques such as regression analysis into territory balancing

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Don’t Let Sales Territory Delays Drain Your Bottom Line

The annual impact of salespeople waiting for new territories can vary depending on factors such as the size of the sales team, the industry, and the company’s specific circumstances. However, this can be significant in terms of lost sales opportunities, decreased revenue, and reduced productivity. Here's more.

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