Table 129 Aug 2026From “A territory is a workload model, not a map”

What a territory carries

Before comparing territories, separate the work objects that a map usually hides. The table is a reader-run measurement frame, not a benchmark.

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Table 1What a territory carries

Work object	Question for the assignment	What the held research contributes	What it does not prove
Account potential	What demand or opportunity is assigned?	Analytical territory models begin with smaller control units and potential estimates.	A potential estimate is not realized sales.
Information work	How much time is needed to learn, qualify, and update the accounts?	Information gathering can compete directly with selling time.	More information work is not automatically waste.
Travel and service	What time is consumed by distance, visits, support, and local coverage?	Territory design is linked to structural appropriateness and organizational outcomes in survey work.	Satisfaction does not establish causality.
Selling effort	Which actions receive the remaining capacity?	Effort allocation and territory formation can be modeled together.	No model supplies a universal call or visit quota.
Performance evidence	Which behaviour and outcome are being judged?	Research distinguishes behavioural performance, outcome performance, and organizational effectiveness.	One outcome cannot validate every workload assumption.

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Source: Author's synthesis of Beswick and Cravens (1977), Darmon (2002), Horsky and Nelson (1996), and Piercy, Cravens, and Morgan (1999). The rows are measurement prompts, not a validated territory score.

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From the essay

Go-to-market strategy

A territory is a workload model, not a map

A territory is not a polygon around accounts. It is a workload model that makes potential, information work, travel, and selling time visible.

29 Aug 2026

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Isoglu, S. (2026). What a territory carries [Table]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-a-territory-is-a-workload-model-fig01/

BibTeX

@misc{isoglu-2026-a-territory-is-a-workload-model-fig01,
  author = {Isoglu, Sinan},
  title = {{What a territory carries}},
  year = {2026},
  howpublished = {Table 1, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-a-territory-is-a-workload-model-fig01/},
  note = {From the essay {A territory is a workload model, not a map}}
}

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<figure>
  <a href="https://isoglu.com/insights/exhibits/isoglu-2026-a-territory-is-a-workload-model-fig01/">
    <img src="https://isoglu.com/social/isoglu-2026-a-territory-is-a-workload-model-fig01.png" alt="Table 1: What a territory carries" width="3200" height="2400">
  </a>
  <figcaption>Table 1: What a territory carries. Source: Author&#39;s synthesis of Beswick and Cravens (1977), Darmon (2002), Horsky and Nelson (1996), and Piercy, Cravens, and Morgan (1999). The rows are measurement prompts, not a validated territory score. <a href="https://isoglu.com/insights/exhibits/isoglu-2026-a-territory-is-a-workload-model-fig01/">View exhibit</a>.</figcaption>
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