31 lines
1.1 KiB
Markdown
31 lines
1.1 KiB
Markdown
---
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name: territory-optimization
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description: Use to score territory scenarios for fairness, whitespace, and productivity.
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---
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# Territory Optimization Skill
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## When to Use
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- Designing new coverage models or rebalancing routes.
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- Evaluating fairness metrics during carve-up reviews.
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- Preparing leadership readouts on territory effectiveness.
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## Framework
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1. **Input Prep** – normalize account TAM, ARR, propensity, and travel constraints.
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2. **Scenario Modeling** – generate multiple carve-ups (geo, industry, hybrid) with scoring weights.
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3. **Fairness Scoring** – calculate Gini, whitespace %, and attainment probability per rep.
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4. **Operational Check** – validate CRM ownership, routing rules, and ROE impact.
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5. **Recommendation** – surface top options with rationale and risks.
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## Templates
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- Territory scoring matrix (scenario vs KPIs).
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- Leadership readout deck outline.
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- Change management checklist for RevOps + Enablement.
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## Tips
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- Keep scoring weights transparent to avoid stakeholder confusion.
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- Include travel/coverage constraints early to prevent downstream rework.
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- Pair with `roe-governance` to confirm routing + escalation rules.
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---
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