Static territory design limits your quota coverage.
Dynamic books are a modern alternative to traditional sales territories that put account potential and rep capacity at the center of account allocation, and create flexible, dynamic books for reps to work, instead of static territories.
We all know what a sales territory is - it’s a group of prospects and customers, typically delineated based on geographic region, vertical or industry, or some other relevant criteria that is assigned to a specific salesperson or sales team. Sales organizations used territories for over 100 years because we had to. We didn’t have the ability to do something better. We had to deal with static territories that rarely changed because it was just so hard to adjust them more frequently.
Introducing dynamic book management. Dynamic book management continually matches available rep capacity with the best available accounts. Dynamic book management uses data and automation to create dynamic account books that are based on an account’s potential fit and in-market timing, as well as a sales rep’s available capacity.
Key takeaway: You can't set and forget territories once a year. Dynamic book management allows your team to maximize attainment and TAM coverage while improving data integrity.