Design Territories with Quota Relativity

How do you design territories when reps have different quotas?

Balanced territories are not always equal-sized territories. A senior rep with a larger quota, a rep on a smaller book, and a ramping rep with a future start date should not all receive the same coverage.

This walkthrough shows BoogieBoard using quota relativity while designing enterprise sales territories. The balancing step accounts for different quota expectations before the book is finalized.

More senior reps can receive larger books with more customers, prospects, and ARR per quarter. A ramping rep can receive a smaller book that matches their start date and coverage plan.

The point is to balance around the real capacity and expectations of each rep, not just divide accounts evenly across the team.

Transcript

Design sales territories using Quota Relativity in Boogie Board Okay, I am designing my enterprise sales territories. I've got two levels, Enterprise AE2 and Enterprise AE1. If I look at LeBron's territory, I can see that he has a quota of $1 million. If I look at Rip Hamilton's territory, I can see that he has a quota of $1. 2 million. He's a little bit more senior. And if I look at Angelina Jolie's territory, I can see that she's ra. She has a start date in the future, and so she only has a quota of $500,000. So when Boogie Board is designing territories right now, you can see things are way out of whack. I needed to take that into consideration while running the design algorithm. So I simply click to balance the territory. once it's complete, I can see that quota relativity in my book design. My AE1s, my more senior sales reps received higher level books in terms of customers, more prospects, and more ARR per quarter. Within my more junior reps, the AE2s, I can see LeBron and Caitlin Clark have about a 2x territory to that of Angelina. That's because she's starting later and this is a ramping territory set for her.

I could also temporarily assign her accounts and coverage if I needed to. Using Boogie Board. that you can take nuance into consideration when designing books like Quota Relativity.

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