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Territories & segmentation
The coverage model
Which motion covers which accounts — field, inside, partner, self-serve — matched to deal size and cost of sale.
Owned by: Sales ops managerTest band: Sales ops manager
In practice
The cost of a field rep on a $5k deal is the whole margin. Match the motion to the deal size, and move accounts between motions as they grow.
The kind of thing the test asks
- A field rep costs $250k a year fully loaded and closes 20 deals. Deals under what size should probably move to an inside or self-serve motion?