Why does changing territories based on in-market accounts help AEs?

• A. Because they're always working accounts with the highest likelihood of opening an opportunity
• B. Because they have the most resources
• C. Because they only target new logos
• D. Because they rely on cold calling

Answer: (A)

The idea being tested is that assigning territories around in-market accounts focuses AEs on buyers who are actively evaluating and ready to buy. In-market accounts are already showing intent—they’re researching options, comparing solutions, and moving toward a decision—so they have a higher probability of opening an opportunity. By directing AEs to these accounts, you boost the chances of progression, shorten the sales cycle, and improve win rates and forecast accuracy. It's not about having more resources, targeting only new logos, or relying on cold calls; it's about prioritizing accounts with the strongest buying signals. That’s why the best answer is that AEs work accounts with the highest likelihood of opening an opportunity.