General definition: Territory Planning is a strategic use case that enables organizations to optimize their sales coverage by designing and managing effective territories for both direct and indirect sales representatives. This use case supports data-driven decision-making in sales force deployment, market expansion strategies, and resource allocation. It enables businesses to adapt quickly to market changes, balance workloads across the sales team, and ensure that high-potential opportunities receive appropriate attention, ultimately contributing to improved sales results and customer satisfaction.
Value it delivers: By optimizing the territory planning process, organizations can improve sales efficiency, reduce travel costs, enhance customer coverage, and increase overall sales productivity.
How Anaplan delivers that value: Anaplan provides a comprehensive platform for creating, analyzing, and adjusting sales territories to maximize market coverage and sales performance. The software facilitates the development of balanced territories based on various factors such as geographic location, account potential, industry verticals, and historical performance data. Users can create sophisticated territory models that align with overall business objectives and account for the unique strengths of different sales channels. The platform supports both macro-level territory design for regions or business units and micro-level planning for individual rep assignments. Advanced analytics and visualization tools allow sales leaders to assess territory equity, identify coverage gaps or overlaps, and simulate the impact of territory changes on sales performance. The system includes features for managing territory hierarchies, handling account assignments, and tracking territory performance over time. It supports collaborative planning processes, enabling input from field sales managers and other stakeholders to ensure territories are practical and effective. Reporting capabilities provide clear insights into territory metrics, including revenue potential, account distribution, and rep workload.
Typical inputs for this use case:
- Geographic data
- Account potential data
- Industry vertical data
- Historical performance data
- Account attributes
- Segmentation & scoring data
What this use case feeds into:
- Anaplan use cases:
  1. Sales & Marketing: Sales Capacity Planning
  2. Sales & Marketing: Sales Forecasting
  3. Sales & Marketing: Quota Planning
  4. Finance: Revenue Planning & Forecasting
  5. Workforce (HR): Operational Workforce Planning
- Other business benefits: Enables optimal sales force deployment with improved sales results and customer satisfaction.

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