CaptivateIQ Planning’s new Territory Optimization feature empowers revenue leaders to create smarter, more equitable territory and quota plans. With advanced automation and customizable rules, it ensures sellers have the right mix of accounts to maximize performance and drive better outcomes.

In this new era of efficient growth, the pressure to hit quotas and drive revenue has never been higher. Yet, many sales teams struggle to meet their goals. Recent data from Repvue shows that less half of sellers are hitting their quotas, highlighting a growing challenge for sales organizations. 

While there are many factors at play, one significant hurdle is the difficulty of creating balanced and effective territories and quotas that set sellers up for success—especially when relying on spreadsheets. Managing complex data points and optimizing allocations manually isn’t just time-consuming; it’s nearly impossible to achieve optimal results.

That’s why we’re excited to announce Territory Optimization, the latest feature for CaptivateIQ Planning that takes sales planning to the next level.

Already Simplifying Sales Planning with CaptivateIQ Planning

Last year, we launched CaptivateIQ Planning to help revenue leaders simplify the sales planning process. The response was clear: sales operations and strategy leaders have longed for the ability to streamline the territory & quota processes and plan with more confidence.

Taking it to the Next Level with Territory Optimization

Now, we’re building on that foundation with our new Territory Optimization features that make sales planning smarter and more impactful. With this feature, you can ensure your teams are working with optimal territories that drive better outcomes and set your sellers up for success.

Territory Optimization is an advanced feature within CaptivateIQ Planning that empowers revenue leaders to create balanced and effective Territory & Quota allocations. It uses advanced automation and customizable rules based on key metrics, such as ARR potential, conversion likelihood, and account tiering, to deliver optimal results.

How does it work?

• Configure desired distribution rules in our Account Dealer (ex which types of accounts should go to which reps) 
• Set conditions to optimize for (ex certain ARR or number of accounts equitably across certain reps)
• Run our Account Dealer to automatically distribute those accounts
• Validate the distribution and continue to test and refine based on desired outcomes

What value does it bring?

There are a number of different outcomes that our Territory Optimization featureset is driving towards, but the core ones are all in the spirit of driving revenue: 

• Maximizes seller potential: By assigning the right mix of accounts, sellers are better positioned to hit their targets.
• Boosts team performance: Balanced and effective territories lead to higher productivity and better outcomes.
• Improve seller retention: With an optimal opportunity to hit quota, sellers will be more likely to achieve their goals and less likely to exit the business

Looking Ahead: What’s Next for CaptivateIQ Planning

When it comes to innovation, we're just getting started. Here's a sneak peek at what’s coming next:

• Account History: Get the historical context needed around account ownership & performance to inform future planning.

• Dedicated Performance Reporting:Track & share performance insights with purpose-built reports and dashboards 

• Enhanced Connectivity with CaptivateIQ Incentives & Reporting: Further integration of territories and quotas with incentives and reporting for a comprehensive view of performance. 

Optimize Sales Performance Today

With CaptivateIQ Planning and the new Territory Optimization feature, you can:

• Deliver balanced and effective territories.
• Bridge operational gaps between incentives, territories, and quotas.
• Analyze performance holistically and optimize for success.

Ready to transform your sales planning? Book a demo today and see how CaptivateIQ can help you drive better outcomes and set your team up for success.