Territory Planning and Optimization

5 min

Overview

AI Territory Planning enables Sales Operations and Sales Leadership to quickly generate balanced territory splits across a chosen geography, using a strategy or a code set as the basis for the optimization. Instead of building territories one at a time and guessing at fairness, use natural language prompts to propose optimized territories balanced across the metrics that matter — claim count, patient count, and provider count, as well as custom metrics. Easily iterate and compare results side-by-side to create the territory split that works for your organization.

Key Capabilities

Generate a set of optimized territory splits for a chosen geography, balanced against a strategy or a code set you select. Describe the area and the basis for balance using natural language prompts, and MedScout will propose territories that distribute opportunity evenly.

Click Territories in the left-hand navigation panel, then click AI Territory Planning

Click Start Planning under Plan with AI

Describe how you'd like to optimize territories:

If you are creating new territories, specify the geography you are optimizing and the number of territories you'd like to create. For example "Split New England into 5 balanced territories"

If you are rebalancing existing territories, specify what changes you would like to make, For example, "Rebalance my territories using reps' locations"

Refine, modify, and confirm additional optimization inputs:

Choose a Data Source (strategy or code set) if more than one is available

Geographic Granularity: zip code, county, or state

Metrics (claims volume, patient volume, and provider/site count)

In addition to the standard metrics listed above, MedScout supports the use of custom metrics. Specify one or more custom metrics you'd like to use and when prompted, upload the data file for the metrics. Custom metrics may include census data such as the age breakdown of the population, location information for your reps, etc.

Weighting: stay with the default weighting, which is equal across standard metrics, or specify your own, including how you'd like to weight custom metrics

For example, if using population age bands as your custom metric, you can say "Weight population age at 2 and the rest of the metrics at 1"

Confirm proposed configuration or request additional changes

Optimization will run in the background once you have confirmed the proposed configuration. You will be notified once the run is finished

Once the optimization run is complete, the territories created as well as the average number of claims, patients, and sites for the optimized territories will be shown on the map. Review territory boundaries and metric details for each territory and code. You will have the option to move geographic units between territories. If you are not satisfied with the results, request the system to change optimization parameters and rerun.

Click Show me results in the Refine Optimization panel to view the territories that have been created and the average metrics for the area

Click on an individual territory to see its metrics

To manually move a geographic unit (zip code, county, or state) between territories:

Click Reassign under the list of Territories on the map

Click on one or more geographic units to select them

Choose the new territory in the Move to territory dialog box

Click Apply to save the new assignment or Cancel to start over

Optionally, prompt the system to make changes and rerun in the Refine Optimization panel. For example, request to change the weighting of the metrics or the granularity of geographies

To view optimization history and see the results of multiple runs side-by-side

Click History in the upper right-hand corner of optimization results screen

Choose one or more historical run to compare to your latest run and click Compare

Click on individual territories for each run to compare their metrics side by side,

To create the territories suggested by the optimizer, click Create Territories for the run that meets your needs

Assign territories and click Create Territories

Optionally de-select one or more territories

If you are not ready to assign territories now, you will be able to do this later. See Territory AssignmentsTerritory Plan for details

You will return to Compare Optimization. Click Back to Chat in the upper left-hand corner of your screen to return to the results of the most recent optimization run

Good to Know

Optimization is Strategy-based: The basis for optimization comes from a target Strategy you choose. Optimization output is only as well-defined as the Strategy behind it — if your Strategy doesn't reflect your real targeting criteria, the optimization won't either.

Territory cap per run: Users can create a maximum of 20 new territories in a single optimization run.

Inputs are not validated against feasibility: The system does not check whether your inputs can produce a meaningful result. For example, if you optimize a single state with 15 counties into 20 territories aligned to county boundaries, the optimization will run but won't be able to deliver what you asked for. Choose a number of territories and a boundary alignment that fit the geography you've selected — coarser alignments (state, county) work for fewer territories, finer alignments (zip) support more.

Performance: Optimization runs are async and can take time, particularly on large geographies. Expect to wait — this is a planning workflow, not a real-time interaction.

No drive-time awareness yet: The current optimization balances by claim, patient, and provider count. Drive-time-aware territories — where balance accounts for how practical a territory is for a rep to cover — is on the roadmap but not yet shipped.

No CRM data in optimization yet: Optimization runs against MedScout claims and provider data only. Balancing on revenue, account status, market penetration, or other CRM data is currently unavailable.

No scenario comparison or save: You can't generate multiple optimization scenarios and compare them side-by-side, or save scenarios for later. Each optimization run is independent. Side-by-side scenario comparison is on the roadmap.

One primary territory per rep: A rep can be assigned to multiple territories but only one primary territory.

Additional Resources

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Territories Overview

Working with Strategies

Territory Planning and Optimization

Overview

Key Capabilities

AI-Enabled Territory Generation

Review and Refine Optimization Results

Compare Optimization Runs Side-by-Side

Good to Know

Additional Resources

Territory Planning and Optimization

Overview

Key Capabilities

AI-Enabled Territory Generation

Review and Refine Optimization Results

Compare Optimization Runs Side-by-Side

﻿Good to Know﻿

Additional Resources

Good to Know