Help with territory planning.... Open to any and all suggestions

Hello War Room People,


I could use some insight. I currently work at a cloud-based technology company, and I am hoping to offer up some ideas as to how we can re-structure the territories. We have had some regular turnover in sales reps, and I think territory may have something to do with it. If you disagree, just humor me for the sake of this post.


How have you seen territories broken up? What did you find success with? Any tools to help define a more fair territory? <---- These are my questions.... data below to help paint a picture.


Assume we have 6-10 sales reps across the US. And they are all selling strictly in geographic regions. For some reason, Central is split by alphabet as well (A-M and N-Z). Each sales rep can sell to ANY company in their territory, regardless of size and industry. However, we need to sell to companies over $250M if they are to have the budget for our solution.


I would be fine breaking it up by geography and size of company (SMB, MidMarket, Enterprise).


Company Info:

Approximately 120 employees. We are considered the premier product in our category, but competition is getting better. We offer a Remote Support technology that uses augmented reality over any device to offer a more "on-site" support feel. Example.... Someone needs a large dishwasher fixed in a restaurant, and they can't perform efficiently without it working. So they can just jump over video, and someone could annotate over the live feed, right within their other support technologies. Don't judge my shitty explanation. I am a relationship salesperson.


Our top industries are:

-Health and Life Sciences

-Manufacturing (both from an audit/inspection point, and as a customer support use case)

-Field Service Support

-Insurance/Insurance Claims

-High Tech

-Anything with a customer support or field services group


TYIA


☁️ Software Tech
🧢 Sales Management
🤓 Sales Tech
10
1nbatopshotfan
Politicker
0
Sales
How much of the sales are in person? 

This seems like a better case for vertical segmentation than regional, in my opinion. Build a healthcare team, high tech etc, rather than Jack of all verticals. 
TrooperJim
Personal Narrative
1
VP of Sales - Central
I don’t think we could do industry, simply because of the nature of the product. There is minimal difference between how industries use us, so industry expertise doesn’t help much. 

In-person is enjoyed, but not a necessary part of the sales or support process. 

Thank you for your feedback!
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