Gartner Research

Improve Territory Planning With Sales Analytics and Activity Tracking

Published: 12 August 2019

ID: G00448042

Analyst(s): Steve Rietberg

Summary

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

Introduction

Analysis

  • 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

Gartner Recommended Reading

©2020 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Purchase this Document

To purchase this document, you will need to register or sign in above

Become a client

Learn how to access this content as a Gartner client.