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Territories & segmentation
Territory design
Dividing accounts among reps — by geography, industry, size, or named list — so potential is balanced and coverage has no gaps or overlaps.
Owned by: Senior sales analystTest band: Senior sales analyst
In practice
Balance on potential, not on account count. A territory with 200 tiny accounts and one with 20 large ones are not equal because they have the same number of logos.
The kind of thing the test asks
- Two territories: one with 200 small accounts, one with 20 large. They are…