Sales Operations Guide to Territory Carving and Management

October 26, 2018

Kevin Vanes | VP of Sales, Sigstr

As sales organizations scale, they often shift from a “wild west” prospecting model to one featuring specified territories. Today, many sales organizations are outgrowing the classic geographical approach in favor of distributing accounts based on quality instead of just quantity.

Kevin Vanes, VP of Sales at Sigstr shares about how he fit the Ideal Customer Profile (ICP) criteria into the design of his recent territory carving project to equalize the outbound sales playing field. 

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