Xactly’s best practices for sales territory planning emphasize designing data-driven, balanced, and fair territories that align with business goals and maximize sales performance, replacing gut-feel decisions with analytics. Start by assessing capacity and resources to ensure you have the right number of reps and realistic ramp expectations, then define your ideal customer profile to focus efforts where they’ll succeed. Use internal, geospatial, and market data to shape territories, and involve cross-functional teams (field sales, marketing, customer success) to leverage local insights. Automate planning tools to model scenarios, balance workloads, and ensure equitable opportunity across reps, and consider rep tenure, skills, and experience when assigning territories. Together, these pract

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