Sales Operations Guide to Territory Carving and Management

April 30, 2019

Kevin Vanes | VP of Sales, Sigstr

As sales organizations scale, they often shift from a “wild west” prospecting model to specified territories. Today, many sales organizations are outgrowing the classic geographical approach in favor of distributing accounts based on quality, not just quantity. Kevin Vanes, VP of Sales at Sigstr, has recently tackled a territory carving project and will share how he fit Ideal Customer Profile (ICP) criteria into into the design to equalize the outbound sales playing field.

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