Territory Management and Quota Planning Questions

Covers the end to end practice of designing and managing sales territories and setting and allocating quotas. Candidates should be able to describe territory design methodologies such as geographic, account based, and industry based approaches; perform data driven analysis including account concentration, revenue distribution, pipeline opportunity distribution, and market potential; and apply fairness and equity principles when assigning accounts. Includes quota setting techniques such as top down allocation, bottom up build, historical trend analysis, and market based adjustments, together with mechanics for quota communication and enforcement. Also covers operational topics such as how to handle territory disputes, restructure territories as the organization scales, determine review cadence and triggers for territory changes, assess the impact of territory and quota changes on rep performance and retention, and the tools and frameworks used for territory analysis and reporting.