Territory Planning in the Age of AI: A Data-Driven Approach for Modern Sales Teams

Authors: Adish Rai

DOI: https://doi.org/10.37082/IJIRMPS.v13.i6.232879

Short DOI: https://doi.org/hbkqnq

Country: United States

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Abstract: Territory planning determines how sales organizations allocate accounts and geographic regions to individual representatives. Traditional approaches rely on geographic boundaries, account counts, or revenue quotas, often resulting in imbalanced workloads, missed opportunities, and suboptimal resource allocation. Modern sales teams face additional complexity from remote selling, account-based strategies, and diverse product portfolios that do not align neatly with geographic divisions. Artificial intelligence enables data-driven territory design by analyzing multiple factors simultaneously including account potential, representative capacity, travel requirements, relationship strength, and historical performance patterns. This paper presents a framework for implementing AI-assisted territory planning in B2B sales organizations. We describe data preparation requirements, territory optimization objectives, implementation approaches using predictive analytics and optimization algorithms, change management considerations, and measurement frameworks. While the approach applies across industries, examples reference common B2B sales contexts and widely available analytics capabilities.

Keywords: territory planning; sales operations; artificial intelligence; sales optimization; resource allocation; predictive analytics; sales management

Paper Id: 232879

Published On: 2025-12-07

Published In: Volume 13, Issue 6, November-December 2025

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