Instructions and covered skills
Read each scenario carefully before selecting a response. Focus on the stated account data, coverage objective, and operating constraint. Avoid making assumptions that are not supported by the question. Work in a quiet setting and turn off notifications before you begin. Keep your attention on the territory-design decision rather than unrelated sales activities. Review your selection for alignment with fair coverage, data governance, and clear ownership.
Key Areas
This assessment covers the operational practices used to divide a market into manageable sales territories and assign accounts to the appropriate owner. Candidates work with common design inputs such as address, region, industry, segment, revenue potential, installed product, account tier, and buying-center structure. They consider how these inputs support reliable coverage without creating overlapping ownership or unmanageable workloads.
The assessment also examines capacity planning. Strong territory decisions account for the number of accounts, expected opportunity volume, travel demands, service requirements, and the time a seller can devote to prospecting, renewal activity, and account development. Candidates interpret signals that a territory may require rebalancing, including unequal opportunity load, excessive travel, poor response times, or repeated reassignment requests.
Account assignment governance is another focus. This includes creating clear routing rules for new records, defining precedence for named accounts and exceptions, preventing duplicate ownership, documenting changes, and communicating effective dates. Candidates should understand how territory definitions connect to CRM fields, account hierarchies, parent-child relationships, and data-quality controls.
Recommended Preparation
Prepare by reviewing how your organization defines territories, segments, named accounts, and account hierarchies. Practice comparing territory workloads using account counts, potential value, opportunity volume, and seller capacity rather than relying on a single measure. Review sample CRM records for incomplete addresses, duplicate companies, parent-child relationships, and conflicting owner fields.
Become familiar with the lifecycle of a territory change: identifying the need, modeling the impact, approving the decision, updating routing and ownership records, communicating the change, and monitoring results. Consider how rules should handle new accounts, acquisitions, strategic accounts, inactive records, and accounts located near a boundary. The goal is to apply consistent, auditable decisions that preserve customer continuity and give every seller a clear area of responsibility.