Beyond the Quota: Why Territory Planning Starts Today

Posted by JD Miller | Sep 12, 2025 | CRO Corner, HR, Leadership, Revenue Operations, Sales | 0 |

As we race toward the finish of 2025, the leadership teams of well-run companies are already deep into planning for 2026.

Board agendas are incorporating discussion on next year's growth goals, marketing plans are being drafted, product rollouts are scheduled, and the first pass at quotas is taking shape.

For the front line sales leader, another key question is bubbling to the surface: will we be changing territories?

It's a fraught topic. When done well, territory realignments can really increase coverate (and revenue attainment)! At the same time, the emotion surrounding changes to territories can really stop . . .

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About The Author

JD Miller

JD Miller began his technology sales career during the dot-com boom as employee number 26 of a company that was eventually acquired by Vignette – a web content management company that had one of the largest public market valuations of the time at $9 billion. Eager to repeat that experience, JD built a career with a series of progressive leadership roles at international organizations seeking sales transformations – whether that be strong increases in revenue, preparation for merger, acquisition, or IPO. His career has included roles at LexisNexis, West Monroe Partners, Workplace Systems, BravoSolution, Motus, and Kantata - backed by or exiting to private equity firms including Lloyds Development Capital, Insight Partners, Accel-KKR, and Thoma Bravo. Currently, he is a go-to-market Operating Advisor for Five Arrows Capital Partners. With a PhD in organizational communication, JD's leadership is marked by the intersection of technology, business and humanity. He serves as a Board advisor, prolific author, and conference speaker on these topics, and is the author of the book "The CRO's Guide to Winning in Private Equity."

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