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The State of Sales Territory and Quota Planning 2021

TQP Optimization Needs to Happen—But the Question is How

The State of Sales Territory and Quota Planning 2021

Nearly 75% of sales leaders feel their territory and quota planning (TQP) efforts are not fully optimized today.

Given this level of concern about TQP efforts, Varicent commissioned a research study to gain deeper insights into the current state of TQP. Between April and May 2021, Cascade Insights surveyed 607 sales leaders in companies with more than 250 full-time employees. Using Varicent Symon.AI to quickly identify patterns, find outliers, and predict outcomes, Cascade and Varicent compiled the data into this new report, which presents groundbreaking statistics related to how companies address TQP.

The State of TQP Report Shares the Results

If you feel that your territory and quota planning processes need improvement, you are not alone.

Most of the sales leaders who participated in the survey are not satisfied with the current state of their TQP processes. And, only 28% are very satisfied with the outcomes. The reasons they cite include:

  • Lack of standardization
  • An imperfect toolset
  • A reliance on conventional wisdom over data-based approaches

What Can Be Done to Improve TQP at Your Organization?

When asked this question, the results were mixed. Sales leaders believe that territory and quota planning (TQP) could be done better, but don’t have a consensus on how to do so. A lack of consensus does not mean that these leaders had no ideas about how to improve their planning.

Download this report to:

  • Learn the different ways sales leaders are tackling TQP.
  • Discover what sales leaders think could be done better.
  • See how your TQP efforts stack up against those of your peers.

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