Gong explains that sales territory planning is the strategic process of dividing a market into manageable segments so reps are aligned with the right opportunities and workloads, boosting performance and revenue. Beyond simple geographic splits, modern planning uses data from CRM, deal analytics, and predictive models to segment by factors like industry, buyer behavior, deal size, and company type. Best practices include mapping market potential, segmenting territories based on behavior and value, aligning reps with territories that match their strengths, setting clear performance goals with feedback loops, and continuously refining plans using territory performance data. Clear communication, adaptive territory boundaries, and ongoing reassessment help overcome challenges like imbalance, r

VIEW ON GONG.IO