When it comes to building a comprehensive sales performance management strategy, the account assignment process is a foundational component that impacts several critical sales functions, including territory management, quota allocation, account-level potential, and account segmentation and scoring. It is also critical when defining several aspects of your organization, such as:

• Which reps are working on which accounts
• Which accounts are being prioritized
• Which coverage model is being utilized on each account
• How well your territories are balanced
• How quotas are allocated to each rep or territory

In this paper, discover five key questions you should ask to thoroughly vet your account assignment method.