Sales executives focus on getting better "per-rep" (and therefore, total sales force) results for the least amount of cost in salaries, commissions, and travel. While most are leveraging wise investments in CRM and sales performance management (SPM) solutions, what many companies have overlooked is that what any given rep can produce, even leveraging these tools, is highly dependent on his or her territory.
 
The next strategic weapon
 
With efforts geared toward maximizing results for the entire sales force, sales executives often look at why successful reps are successful and then try to replicate best practices. In many cases, however, successful reps are successful because of the territories they have. A rich territory leads to a rich sales rep. A better objective is to provide each territory and, therefore, each rep with the amount of work and/or opportunity that maximizes the rep's selling time. This leads to equitable, or balanced, territories and the ability to really know if reps are successful because of their skills and hard work or because they drew the lucky patches.
 
Read the entire DestinationCRM article.