Sales Manager Territory Review

Sales managers can review balanced territories, inspect account movement, and send precise changes back to RevOps.

Transcript

I'm an enterprise sales leader and this year my ops team has moved territory planning out of spreadsheets and into boogie board. That means they've already got a design for me in here. It's live connected to Salesforce. And I've got some easier ways where I can make decisions on certain accounts or certain team members. I'm usually going to do one of two things. I'm going to jump into the list of accounts because I have information about those accounts and team members that no one in ops could, could quite understand. Or I'm going to jump into the summary metrics and look at the balance across a set of goals, set of parameters. Let's start there. Within my enterprise team, I've got six reps. I'm looking at them here on the y axis. There's two classes in them. I got AE1s and AE2s. They've got similar books. For now, I. I can see that my RevOps team has done a good job of getting everything green and balanced across our goals, customers and prospects, prospect grades and quarterly ARR. I can compare that to what's in Salesforce today. And it's a big step in the right direction. But the devil is in the details. So I want to know what's happening, especially with our customer accounts. If I look at Rip Hamilton and his territory, I can zoom into one of these cells and see what's happening with each of these customers. If I want to go and look at Rip's entire territory, I simply click into his name and I can view the whole list of accounts that are making up his territory. Now continuity is important for us. So I'm going to check out this pre built filter. It's showing that he lost 260 accounts. It's possible that my ops team is prioritizing balance too much compared to retention. Maybe I want to have a conversation with them about that. Similarly, I could view accounts gained. I could look at any exceptions that I have.

If accounts are locked in place, and told not to move, so on and so forth. Once I'm in here, if my ops team gives me the permissions, I can simply make an adjustment and say, you know, this account shouldn't actually be with Justin. Let's move it to LeBron. And I could get a pop up that says, hey, you have to move account families together because that's how Ops has set it up. Which is good for me because I can't stand trying to do that in a spreadsheet. I accept that selection and that will move on to a new territory. Everything I do is going to be tracked here on a side panel so that I can come back, check my work. I could revert to a prior stage. I can make comment and ask my ops team for questions. My ops team is eventually going to come back and look at this. They might run a rebalance or we might have another conversation about making some more manual adjustments and then they'll push it live to Salesforce. Or maybe my company uses geographical territories and my ops team has used Boogie Board suggestion engine to create balanced geographical territories. I've got a whole bunch of solutions here that they've given me that I can page through that Boogie board created for them, or I can simply click on one of these states, look at the metrics associated with it, and if I need to make a change, I could just click to move it. Now, some of these states are broken into zip codes, some are not. My ops team has the ability to do that at the highest level. 2 digit zip codes, 3 digit zip codes, all the way down to 5 to try to keep things really simple unless it's absolutely necessary. Now again, I have my balance board here and things are a little out of whack. So maybe it's my job to go and make edits to fix that. I can do that via the map or I can come here and look geographical entity by geographical entity.

That means I can go by state, zip code, whatever it is that we're using to design territories, or I can log feedback to my ops team, make changes and let them know what it is that I want to see going forward.

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