Gartner Research

Improve Territory Planning With Sales Analytics and Activity Tracking

Published: 12 August 2019

ID: G00448042

Analyst(s): Steve Rietberg


Sellers see territory planning as a burden unless it helps them make quota. If sellers don’t recognize the value, they won’t invest the effort. Sales operations leaders break this cycle by using CRM to track high-impact activities and providing insights through diagnostic and predictive analytics.

Table Of Contents
  • Key Challenges



  • Facilitate the Planning Process by Providing Sellers and Managers With Comprehensive and Recurring Territory Data Analyses
    • Initiate the Territory Planning Cycle With “Push” Reporting
    • Support the Territory Planning Cycle With “Pull” Reporting
  • Enrich Data That Supports Territory Planning by Defining High-Impact Activities and Enabling CRM/SFA Tracking

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