Rethink Workforce and Territory Alignment Post-COVID

The pandemic is no longer capturing headlines, but the impact is still influencing how companies blend traditional sales methods with technology to connect with the modern customer and meet evolving expectations. 

A year after officials declared the end of the pandemic in the US in May of 2023, only 46 percent of sales reps, globally, are currently meeting their quota. Those global implications reshaped many aspects of our professional lives, which required sales teams to adopt innovative approaches to selling. 

In this episode of CloseMode, Dylan Ferguson, sales director at Fullcast, shared some key takeaways on the current climate for RevOps teams, the opportunities and challenges of navigating a distributed workforce, and how Fullcast can help your RevOps team attack territory alignment and GTM challenges with agile functionality. 

Embrace a Distributed Workforce

The pandemic catalyzed the adoption of a distributed workforce model. This approach allows companies to place the best talent wherever it is most needed, regardless of geographical constraints. The ability to access and deploy top professionals from around the world is undoubtedly a major advantage. It facilitates greater flexibility and enhances the potential for innovative solutions by tapping into a global pool of expertise.

Read more: Top Territory Management Trends for the 2024 Territory Planning Season

Rethink Territory Alignment

Traditionally, territory alignment was predominantly based on geography. Sales and service teams were assigned territories defined by specific regions. However, the distributed workforce model has prompted a reevaluation of this approach. Now, territories can be aligned based on several factors beyond mere geography, including industry, product, and accounts.

Leverage Tailored Strategies

Tailored strategies involve setting specific goals and crafting plans that leverage the unique skills and potential of each team member. This approach acknowledges that no two individuals or accounts are the same, and customization is key to achieving optimal results. 

That’s timely, since studies show that 81 percent of customers prefer companies that offer a personalized experience, and 70 percent say a personalized experience in which the company knows who they are and their history (past purchases, buying patterns, support calls, and more) is important. 

By focusing on the specific needs and capabilities of each person, companies can create more effective and dynamic strategies.

The Importance of Agility

The ability to adapt and respond to changing conditions and client needs can make a significant difference in performance. This flexibility extends to how territories are managed and how teams are supported, ensuring that resources are allocated efficiently and effectively. 

Read more: 6 Reasons to Adopt Fullcast for Sales Capacity Planning

Using a single platform that handles all of RevOps and Go-to-Market strategies is a secret weapon to effectively compete in a crowded market space. With Fullcast, teams can maximize the platform’s agility with centralized data, streamlined processes, and facilitating real-time collaboration across teams. 

This holistic approach means quick decision-making, enhances coordination, and ensures that strategies are consistently aligned with dynamic market conditions. 

By integrating all RevOps and GTM activities into one cohesive system, companies can more effectively leverage their distributed workforce, tailor strategies to specific needs, and adapt swiftly to new opportunities and challenges, driving sustained growth and competitive advantage.

Click here to watch Dylan’s CloseMode interview with Brian Dietmeyer. 

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Fullcast was built for RevOps leaders by RevOps leaders with a goal of bringing together all of the moving pieces of our clients’ sales go-to-market strategies and automating their execution.