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Guide

Balancing Sales Talent and Territories Through Data-Driven Planning

Balancing Sales Talent and Territories Through Data-Driven Planning

Balancing Sales Talent and Territories Through Data-Driven Planning

Xactly
Pages 6 Pages

This guide shares practical territory-management lessons from a healthcare organization using Xactly AlignStar. The company applies technology to create geographic regions, identify new opportunities, assign sales credit, and connect territory design with compensation. Automated mapping allows teams to upload large datasets, visualize account coverage, reduce guesswork, and align representatives with opportunities suited to their expertise. The guide offers three core recommendations: connect territory assignments directly to incentive compensation, build territories using relevant business and market measures, and use historical and current data to guide expansion. Appropriate metrics may include customer concentration, product demand, procedures, revenue potential, seller capacity, and m

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