This infographic shows how weak territory design can reduce sales achievement and leave revenue opportunities unrealized. Organizations with effective territory planning perform approximately 14% above average, while ineffective organizations perform more than 15% below average. Despite these consequences, 83% of respondents still use spreadsheets to design territories. Technology-supported territory planning can raise sales achievement by about 10%, yet many organizations either use limited automation or no purpose-built tools at all. Common goals include covering existing and potential customers, balancing seller workloads, and creating travel-efficient territories. Poorly aligned territories can produce unequal opportunity, unrealistic quotas, seller frustration, and lower productivity.

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