From what I’ve read, sales success is highly dependent on territory. Are there any specific factors to investigate while evaluating a territory selling to a few of the states and respective agencies?

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Accepted Answer

The short answer is no. Even within a team of account executives with similar territories, one could be drastically better than the other. This has to do with timing as well, if a territory is heavily sold to last year, it may be a quiet one during current year. There isn't a team with all the good territories.

Answer

If you are not covering accounts and getting leads from a top 10 metro area your chance of success  is probably less than 15%.

Answer

There's more than just luck to territory as well. Most managers have a decent degree of influence and can make adjustments as needed. Reps who work hard and have some tenure will typically see some benefits of that. This is true for nearly all orgs I've worked for so it shouldn't be a surprise. You don't necessarily get screwed as a new rep, but there's a good chance year two looks better for you if you put in the time and effort early.

Answer

It is very difficult to hit quota. If you don't hav a good territory, even the best sales person will perform decently at best.

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Anonymous Q&A

From what I’ve read, sales success is highly dependent on territory. Are there any specific factors to investigate while evaluating a territory selling to a few of the states and respective agencies?