Perspectives on sales territory optimization from the Contiguo team.
Master sales territory optimization: reduce rep turnover, increase productivity by 10 to 20 percent, and build sustainable revenue growth. Strategy, metrics, and implementation steps for VP Sales and RevOps leaders.
Read article →Deep dive into the landmark Zoltners/Sinha research on territory optimization across 4,800 territories.
Read article →Calculate what territory dysfunction is costing you. Rep turnover, revenue leakage, and opportunity cost quantified.
Read article →Diagnose territory problems before they cost you revenue. Five structural signals that indicate imbalance.
Read article →Why territory optimization belongs in the C suite conversation, not buried in operations.
Read article →A step by step framework for measuring territory balance. Five phases, minimal disruption.
Read article →Most orgs confuse administration with optimization. The difference determines outcomes.
Read article →What balanced actually means and how to measure it. Benchmarks and health zones included.
Read article →How territory imbalance makes quarterly numbers unreliable. The structural root of forecast error.
Read article →Territory fairness is a top 3 factor in sales rep retention. The data on why top performers walk.
Read article →82 percent of companies use Excel for territory planning. Here is why it fails at scale.
Read article →How often should you optimize and what triggers a review. The case for shorter cycles.
Read article →How structural disadvantage destroys performance regardless of skill. Territory accounts for 38 to 40 percent of outcomes.
Read article →Change management for territory realignment. A phased approach that minimizes disruption.
Read article →Account transition framework for territory changes. Structured handoffs reduce churn from 22 to 6 percent.
Read article →Three approaches to assigning accounts and when each works. Trade offs and hybrid models explained.
Read article →The communication playbook for territory realignment. Five elements that determine whether reps trust or revolt.
Read article →How to build territory optimization into your operating rhythm. Weekly, monthly, and quarterly frameworks.
Read article →What algorithmic optimization actually delivers and where humans matter. AI plateaus at 80 percent accuracy.
Read article →The overlooked structural problem behind failed transformations. 80 percent failure rate explained.
Read article →The complexity breakpoints that demand new approaches. Inflection points at 20, 50, and 100 reps.
Read article →See how balanced your territories actually are. Before/after analysis delivered in 48 hours.
Request Assessment