We helped a specialist industrial equipment manufacturer transform how its field sales team planned and prioritised their territories.  By introducing structured account prioritisation and clearer performance metrics, the business achieved a 30% increase in new account wins and far more consistent performance across regions.

The challenge

Performance varied dramatically between regions, and leadership believed the issue was individual rep capability.

After reviewing activity data, we discovered something different: reps had no structured approach to territory planning. Some accounts were receiving too much attention, while other high-potential prospects were neglected entirely.

Without a clear prioritisation model, reps became reactive, responding to inbound requests rather than proactively building their pipelines.

The solution

We helped the team create a strategic, repeatable approach to territory management.

Territory Planning Framework – We built simple, actionable account prioritisation models based on potential, fit, and buying signals.

Redesigned KPIs – We shifted performance metrics away from activity volume and toward balanced territory coverage and opportunity creation.

Weekly Success Huddles – We established short, structured coaching sessions to reinforce planning, share wins, and remove blockers.

The results

Client feedback

“We always assumed our reps needed more motivation. It turns out they needed structure. The Sales Doctor gave us a system that works, and the results speak for themselves.” —  Commercial Director, Industrial equipment firm

In summary

By reframing the issue as a planning challenge rather than a performance one, this project transformed territory execution. The team now works with focus, intention, and a repeatable method for growth.