Territory Management & Routing: Optimizing Total Addressable Market (TAM)

  • Course Code: REVOPS-204

  • Format: In-Person / Virtual

  • Description: Equitable territories drive performance. Using Resource Allocation Theory, this course teaches managers to segment territories by Total Addressable Market (TAM) rather than just geography, optimizing coverage.

  • Learning Objectives:

  • Segment territories by revenue potential (TAM).

  • Optimize lead routing logic (Round Robin vs. Shark Tank).

  • Maximize revenue potential per rep hour.

  • Scholar-Practitioner Framework:

  • Theory: Resource Allocation Theory.

  • Application: Territory Carve-Out Exercise.

  • Curriculum: Defining the Universe (TAM/SAM); Segmentation Strategies; Preventing Burnout.