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
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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