With changes on the financial, industrial, and political fronts, the territory plan that made sense in January may be different in May.

Research found that 78 percent of business professionals credit AI-supported automation for helping them pull insights from data they typically wouldn't be able to access. But are managers using data often enough to manage changes that impact sales success? For instance, maybe you've asked or heard questions like the following:

Who has handled Patty's accounts since her promotion in March?
How did the recent acquisition of Frank's account affect the customer's purchasing status?
A new sales rep closed a sale-in another rep's region. How did this happen? More importantly, who gets the commission?
In this article, we'll discuss the reasons why these questions arise and how frequent territory planning can help you stay on target in a constantly shifting market.