Traditional sales needs focus. But before you carve territories, you need to answer a harder question: which accounts belong in a rep’s book, and why?

In this livestream, we’ll show how Clay built its own territory-planning process after years of primarily inbound sales. You’ll see how we identify the account data that matters, use Clay to research and score fit, and turn those scores into eligibility rules and focused books. We’ll also show what happens when a manager or rep flags an account that doesn’t belong, and how that feedback helps us improve the next round.

Take the starting kit with you:

• Clay’s account-fit scoring Notion resource
• A territory-rules Notion resource
• A Clay workflow you can copy and adapt to your own market

You’ll leave with more than a look at our setup: a way to decide what to score, explain assignments to reps, and keep improving your territories as you learn.