About The Territory Memo

The Territory Memo covers sales organisation design: account coverage, segmentation, enablement and the hiring and ramp decisions that follow from them.

The Territory Memo is a memo series about coverage: how accounts are divided, how segments are drawn, who gets hired against them and how those people are ramped. Structural questions, answered structurally.

Written for Sales leaders, enablement teams and the operators who redraw territories once a year and live with it for four quarters.

Who writes here

Nadia Oyelaran, Memo editor. Draws coverage maps for a living and argues about tiering for free.

Callum Frey, Enablement contributor. Writes about ramp, onboarding and what a rep can actually hold in their head.