The Four Most Crucial Elements of Conducting Sales Territory Segmentation at Scale

Venketesh Iyer

The Four Most Crucial Elements of Conducting Sales Territory Segmentation at Scale

Venketesh Iyer * § Head of Analytics, Business Planning and Operations at Facebook. Sales Operations, and Go-To-Market Planning leader. B.E., M.S., M.B.A

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University of California, Berkeley

The Four Most Crucial Elements of Conducting Sales Territory Segmentation at Scale

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Abstract

The most fundamental building block of any organization is Data; data is critical to any organization’s success. Getting data governance and quality right, can significantly improve the quality of sales planning and result in an intelligent data-driven territory allocation process. On the contrary, poor data quality and loose governance models often lead to laborious territory planning cycles, sub-optimal sales rep to account mapping and poor customer experience. Poor data quality could also result in an over-or under-allocation of a sales person’s territory and can result in poor customer experience and even attrition. On the operational side, this could result in poor forecasting, inefficient revenue attribution, tedious reporting exercises (due to lack of data modeling), and a significantly delayed root cause analysis when companies miss financial goals.

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Funding

No external funding was declared for this work.

Conflict of Interest

The authors declare no conflict of interest.

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No ethics committee approval was required for this article type.

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How to Cite This Article

Venketesh Iyer. 2020. "The Four Most Crucial Elements of Conducting Sales Territory Segmentation at Scale". Global Journal of Management and Business Research, Global Journal of Management and Business Research - E: Marketing GJMBR-E Volume 20 (GJMBR Volume 20 Issue E3).

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GJMBR Volume 20 Issue E3

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Journal Specifications

Crossref Journal DOI 10.17406/GJMBR

Print ISSN 0975-5853

e-ISSN 2249-4588

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Classification

GJMBR-E Classification JEL Code: M31

Submission ReceivedDecember 16, 2019
Peer Review Double Blind
Handling Editor
Accepted January 5, 2020
Published January 15, 2020

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v1.2

Issue date

June 29, 2020

Language

English

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