Let’s talk about the future—because the days of static territories are fading faster than yesterday’s trends. Welcome to the world of dynamic territories!
But even in this brave new world, there are still landmines to avoid. Let’s break down how to dodge the common pitfalls of dynamic territory planning and make sure your team is always in the sweet spot.
1. Not balancing the books
Ever seen a rep who’s overwhelmed while their teammate is chilling with half the workload? Yeah, that’s a no-go. One of the biggest perks of dynamic territories is the ability to keep your books balanced in real-time. When done right, every rep should have an equal shot at hitting quota because their accounts are dynamically balanced based on potential.
Avoid the trap: Use dynamic books to ensure that high-potential accounts are spread evenly. This way, everyone’s got a fair shot at hitting their numbers. Tools that automatically rebalance books as new data comes in are key—so don’t sleep on them.
Clear lines: Make sure every territory has a clearly defined owner. Accountability drives performance. Rules of engagement define everything about who owns what. From routing new leads, assigning opportunities, allocating customer accounts, and everything in between. When reps know what’s theirs, they’ll take pride in owning it, and they’ll be more motivated to crush their targets.
2. Letting the reps chase too many accounts
Here’s a hot take: More isn’t always better. When your reps have too many accounts to manage, they end up spreading themselves thin. With dynamic territories, the goal is to keep their books comfortable but mighty—filled only with the highest-priority accounts.
Pro tip: Use dynamic books to keep reps focused on smaller books of higher potential accounts. Automate the process so that only the most promising accounts land in their laps. This keeps them dialed in on the leads most likely to convert, which means more closed deals and fewer wasted efforts.
3. Not covering your entire market
Missing out on potential customers because of outdated territories? That’s a rookie mistake. One of the game-changing benefits of dynamic territories is full TAM (Total Addressable Market) coverage. Whenever a new account becomes eligible, it’s immediately assigned to a rep—no more waiting around or slipping through the cracks.
How to nail it: Set up automated distribution. With the right dynamic territory system, every new account is instantly assigned to the right rep based on current workload, skill set, and priority. No account left behind, no missed opportunities.
4. Wasting time on manual effort
Remember the days when RevOps had to manually distribute leads, adjust territories, and reassign accounts? Painful, right? In the world of dynamic books, all that manual effort is a thing of the past. If you’re still stuck in the old ways, you’re burning time that could be spent on more strategic initiatives.
Time saver: Automate, automate, automate. Dynamic books and territory tools should handle the heavy lifting, so your RevOps team can focus on optimizing strategy instead of crunching numbers and shuffling accounts.
5. Forgetting to stay agile
The beauty of dynamic territories is their ability to evolve with the market, but that also means you can’t just set it and forget it. You’ve got to stay agile, constantly adjusting to ensure your territories are aligned with current market conditions, rep performance, and company goals.
Pro move: Schedule regular check-ins (quarterly at least) to reassess and adjust territories. Flexibility is key. Stay agile, and don’t be afraid to shake things up if the data demands it.
6. Overcomplicating the process
With all the benefits of dynamic territories, it’s easy to overcomplicate things. Too many rules, too much customization, and suddenly your streamlined process turns into a tangled mess. Complexity kills efficiency, so keep it simple.
Streamline your strategy: Focus on the core benefits—balanced books, focused reps, full market coverage, and automation. Keep your processes as straightforward as possible while still taking advantage of the dynamic tools at your disposal.
Dynamic territory planning is a game changer, but it’s not without its challenges. Avoid these common mistakes, and you’ll set your team up to maximize their potential while minimizing the headaches. Balance the books, keep your reps focused, ensure full market coverage, and let automation do the heavy lifting.
Remember, the goal is to stay agile and efficient. Dynamic territories are the missing piece to your puzzle. Now go out there and crush it. And if you need a little extra help, check out this resource.
