Preparing Your Sales Territories for the New Year

Most sales territories drift out of shape over twelve months. Reps leave, accounts grow or churn, new products ship, and the map you drew last January quietly stops matching the business. By the time quotas land, some reps are buried and others are starving, and nobody planned it that way.

This free webinar shows you how to get your sales territories back into shape before the new year starts. It's the annual review most sales operations teams know they should run but rarely make time for, done in an afternoon with AlignMix sales territory mapping software instead of weeks of spreadsheets.

December is the right time for it. Deals are closing, next year's plan is taking shape, and you still have a few weeks before new territories go live in January. Wait until Q1 and you're realigning while reps are already selling against the old map.

Why sales territory design belongs on your year-end checklist

Territory design isn't a project you finish once and forget. Customer bases shift, headcount changes, and last year's assumptions expire faster than most teams expect. When territories go stale, it shows up as lopsided workloads, thin coverage in your fastest-growing markets, travel time that eats into selling hours, and reps who think the split was unfair. A yearly sales territory review catches all of that before it hardens into next year's quota.

The math is easy to ignore until it costs you. If two reps carry books that differ by 30%, the lighter rep coasts while the heavier one leaves money on the table, and your best people start eyeing the door when the split feels rigged. Good territory design keeps coverage fair and keeps the whole market covered as it grows.

From spreadsheets to sales territory mapping

You can run a territory review in a spreadsheet. It's slow and easy to get wrong, and it's hard to see imbalance in a grid of numbers. Sales territory mapping puts your accounts, reps, and geography on one map, so the problem is visible instead of buried. Move an account and the workload figures update as you watch. Rebalance a rep and drive time drops in front of you.

The quality of any plan comes down to the data behind it. Stale account values, missing new customers, and old rep assignments will wreck an otherwise solid design. Part of the session is a plain checklist of what to refresh before you redraw a single boundary, so the map reflects the business you have now. We build the territories live in AlignMix, so you walk away with a method you can repeat rather than a slide deck you'll forget.

You’ll learn:

Five important reasons you need to assess your sales territory alignment on an annual basis (two of them are often overlooked)

How to break the preparation down into the three key phases (this will help to clarify your thinking)

Five pieces of customer data that must be updated each year if the sales force is to maintain a high level of productivity

How to identify potential territory changes that need to be made

Who should be involved in the territory update process (and, maybe more importantly, who shouldn’t be involved)

Tips on making the actual territory changes (this could save you lots of time)

A time consuming task that almost everyone forgets to plan for when updating their sales territories (this can often delay the project timeline if it’s not accounted for at the start)

Tips on how to rollout the changes to the field

We use AlignMix throughout the session, but this isn't a hard-sell webinar. The point is to help you clarify your thinking and fold sales territory design best practices into your annual planning, whether you run the process in AlignMix or somewhere else.

It's built for the people who own the map: sales operations and revenue operations leaders, VPs of sales, field managers, and the analysts who spend December rebuilding territories by hand. You don't need to be a mapping expert to follow along. Each session runs about an hour, live, with room for questions, and we keep the groups small so you can ask about your own situation instead of watching a generic demo.