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Industrial Manufacturing · $1.4B revenue division · Fortune 200
Territory model rebuilt with 240 reps still in seat.
Redesigned coverage, comp, and quota model for a division-wide sales org without missing a single forecast cycle during the transition.
Reps re-territoried
240
Forecast cycles missed
0
Coverage gap closed
18%
// Context
A 30-year-old territory model had calcified into deep coverage gaps and rep-level inequity. Prior attempts had failed because the change window kept colliding with FYE.
// Approach
- 01Built the new territory and quota model in parallel to the live one — no disruption to in-flight deals.
- 02Worked directly with the SVP RevOps and divisional VPs of Sales on the rollout sequencing.
- 03Designed the comp transition plan so every rep saw their new package 90 days before activation.
// Result
Cutover happened on schedule, zero forecast cycles missed, attrition during the change window came in below historical baseline.