Have you ever pulled the data on your assigned territories' revenue and revenue potential? Most of us would find that our territories have a mix of large and small customers with the territory often determined by geography or vertical. You might find it obvious that most of your revenue comes from a minority of your accounts. So why don't we leverage that to optimize how our sales team work their accounts (and we assign territories). This session will explore the reasons to segment, what data we would look for and leverage, and several strategies on how to implement a segmentation strategy.