CSM Territory Management & Planning Flashcards
6 cards from real CSM practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 6 CSM Territory Management & Planning flashcards as text
What is the purpose of account segmentation in sales?
Answer: To group accounts by shared characteristics to tailor sales approaches
Account segmentation groups customers by shared traits — such as industry, size, or need — allowing reps to tailor their approach for maximum impact.
Which segmentation criterion is most commonly used by B2B sales teams?
Answer: Company size (firmographics) such as revenue and employee count
Firmographic data like revenue and employee count helps B2B teams segment accounts by complexity and potential deal size.
A CSM notices that high-value accounts are getting the same attention as low-value accounts. What framework should they apply?
Answer: 80/20 rule (Pareto principle) — focusing most effort on top 20% of accounts driving 80% of revenue
The Pareto principle guides reps to concentrate effort on the top 20% of accounts that typically generate 80% of revenue.
What is the difference between 'hunter' and 'farmer' roles in territory management?
Answer: Hunters focus on new business acquisition; farmers develop and retain existing accounts
Hunters prospect and close new business while farmers nurture and grow existing customer relationships within a territory.
Which metric best measures how well a sales rep is penetrating their territory?
Answer: Revenue as a percentage of total territory potential (market penetration)
Revenue as a percentage of total territory potential shows how effectively a rep is capturing available opportunity.
What is a named account strategy?
Answer: Designating specific high-value accounts to dedicated reps regardless of geography
A named account strategy assigns strategic, high-value accounts to dedicated reps to ensure focused attention and relationship depth.