A geographically compressed territory is often more effective than a large one. Salespeople in sprawling territories can feel productive simply by driving long distances because it's part of their assigned "patch," confusing travel time with value-added activity and neglecting more efficient, nearby opportunities.

The most immediate and impactful benefit customers see from improved CRM data is in territory planning. This critical RevOps function effectively allows the team to 'steer the entire P&L' for a period. Accurate data on hierarchies, headcount, and location transforms this process from a manual, error-prone exercise into a strategic advantage.

A fully booked sales team is inefficient. Aim for 70% calendar utilization to maximize overall revenue. The intentional slack time allows salespeople to conduct crucial follow-ups and pipeline management, which boosts total conversion rates more than back-to-back calls.

Instead of focusing on a large quota, leaders should reverse engineer it. Calculate the number of deals needed based on win rate and average contract value, then break that down into weekly opportunity creation goals for reps.

Avoid overly detailed, multi-year roadmaps. Instead, define broad strategic 'horizons.' The shift from one horizon to the next isn't time-based but is triggered by achieving specific metrics like ARR or customer count. This allows for an agile response to market opportunities while maintaining strategic focus.

After losing her commission base by moving cities, Mary Kay eliminated geographic sales territories. This policy allowed consultants to keep their teams and income streams regardless of relocation—a huge benefit for military spouses. It transformed potential competitors into collaborators and fostered a culture of mutual support.

Despite its strategic importance, sales territory design is often an unsophisticated process driven by expediency. Sales leaders typically use "a little bit of data and a whole lot of gut" simply to get the task done, rather than performing a rigorous analysis to optimize for fairness and efficiency.

Many sales plans fail because they focus only on the end goal, like a revenue target. A more effective approach is to plan the specific, repeatable behaviors required to achieve that outcome, such as identifying a list of target conquest accounts. This turns a 'vision board' into a concrete action plan.

Don't use static KPIs. Every month, analyze the activity metrics of reps who successfully hit quota. Use this data to set the new KPIs for the entire team for the upcoming month. This ensures targets are based on proven success and increases team buy-in.