Territories.ai

Our newest edition of #TheRevOpsRocket is out now! https://lnkd.in/gPhHmuw5

May your revenue planning be neatly wrapped and your next year’s outlook be bright!

Excited to continue supporting growing organizations with the expertise, tools, and technology to build their revenue functions the right way.

December's RevOps Rocket is live and focused on revenue operations and revenue planning for "the little guys". Revenue Operations shouldn't be an unfair advantage for larger orgs, and we're excited to be at the forefront of changing that.

We have big things happening over the next week! ?? 12/12 | December Edition of The RevOps Rocket drops, and it's all about getting started with #RevOps for startups and scaleups. ?? 12/16 | Big announcement coming in our continued mission to make Revenue Operations more accessible for every organization. ?? ?? ?? ??

High potential, equitable territories can't be built on bad data and poor account scoring, that's why as of today we're providing our Account Scoring solution free for everyone.

If you're still sifting through spreadsheets and formulas you're doing revenue planning wrong.

ICYMI: The Step-by-Step Guide to your 2025 Revenue Planning Snippet 2 Building Territories ------ Building territories and account books is all about maximizing revenue from each sales rep, but there are common mistakes that get made if we’re only thinking about 100% efficiency. These mistakes can be avoided by understanding when they typically happen. Creating Unequal Territories The Trap: Building territories solely on geography without considering the opportunity or account value in each region. This leads to some reps having far more (or less) opportunity than others. Geography is an easy territory tool, but should never be the only metric. How to Avoid: Balance territories not just by geography but by potential opportunity. Use your account scoring model to ensure each territory has a similar mix of high, medium, and low-value accounts, creating equitable opportunities for all reps. Not Adjusting Territories Regularly The Trap: Many organizations set territories once and never revisit them. Over time, this can lead to unbalanced workloads as new businesses emerge or existing customers grow. How to Avoid: Review territories quarterly or at least semi-annually. Reevaluate based on changes in the market, company size, or new product offerings. Be agile and make adjustments as needed to keep workloads equitable and aligned with business opportunities. Assigning Too Many Accounts per Territory The Trap: Giving reps a large volume of accounts to work sounds good (look at the revenue potential of this territory!), but too many leads can dilute their focus, leading to poor follow-up and lower conversion rates. How to Avoid: Prioritize quality over quantity. Focus on giving each rep a manageable number of accounts they can deeply engage with. The goal is to increase conversions, not just the sheer number of contacts. Ignoring Rep Strengths and Expertise The Trap: Assigning territories without considering a rep’s experience, industry expertise, or existing relationships can hurt territory performance. How to Avoid: When building territories, use the data you already have access to to understand individual rep strengths. If someone has deep experience in the healthcare industry, assign them a healthcare-heavy territory. ------

"How many accounts should my reps have in their books?" ICYMI: Another snippet from our guide published earlier in September. "It’s key to make sure each rep has enough accounts to work, but not too many. A common mistake is giving reps massive territories with thousands of leads. Prioritize quality over quantity, so they can focus on closing rather than juggling too many contacts. Just because you have 100,000 accounts in your CRM does not mean all of those accounts need to be built into a territory plan. Ideally, you’re only including the required number of accounts to achieve your revenue goal based on your company’s capacity requirements."

IKYMI September's issue of #therevopsrocket dives into the step by step guide to annual planning. Over the next few weeks we'll post the most valuable snippets from that issue to help you prepare. ------ One of the most difficult parts of updating and improving territories as you grow becomes how to make these changes without impacting short term revenue. Ensuring you think about things like locking accounts with open opportunities, the existing rep/customer relationship, even a sales rep’s individual skill set becomes important. One thing we’re seeing more and more at Territories.ai is organizations leveraging CRM data to identify rep strengths and weaknesses in specific types of accounts, and leveraging that data to create hyper-personalized territories, e.g: Sara is a middle of the pack sales rep, consistently hitting goals but never significantly overachieving. As ABC Company is planning their territories for next year their system recognized that Sara has the highest close rate in the company with banks and credit unions, nearly 3X higher than her peers. Her close rate outside of Finserv is slightly below the company average. Even though ABC Company wasn’t ready to formally verticalize their territories, they used their platform to recommend a personalized territory for Sara with an emphasis on Finserv accounts. The following year, Sara was the second highest biller in the company. ------