Sales Territory Planning Guide: Define, Analyze, and Convert with Alpha Sophia

Ready to build smarter, higher-converting sales territories? This page walks you through every step of using Alpha Sophia’s platform to define, analyze, and refine your sales strategy. From selecting the right provider types and filtering by specific CPT codes to saving tailored lead lists, breaking down targets by geography, and designing custom territories, you’ll learn how to turn complex data into clear, actionable plans for your team. Whether you’re planning rep coverage at the state level or zooming in on ZIP codes and sites of care, this guide ensures you reach the right providers in the right places with maximum impact.

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1. Refining Search with Taxonomy

Start by selecting the right provider types under “Taxonomy” - capture both broad specialties like “Neurological Surgery Physician” and “Orthopedic Surgery Physician,” as well as more focused specialties like “Orthopedic Surgery of the Spine Physician” to encompass all the specialists who might use your device.

2. Focusing Search with CPT Codes

To filter for the exact healthcare providers that are performing the procedure where your device is used, go to “Procedure All-Payor” and layer in specific CPT codes for your device. Now you’ll have the type of provider you care about that are actively performing your target procedures.

3. Saving Search Results

Once you’ve built your filtered list, click “Save Search” to preserve your search criteria, then “Save All Results” to create a named lead list. You can save everything or limit to top performers (like top 500) and give it a descriptive name like “Lumbar Fusion Surgeons - US Nationwide.”

4. Data Layers within Analyze Feature

Navigate to the “Analyze” feature and select your saved lead list to break down your targets across multiple dimensions.

5. Geographic View of Lead List

In the Analyze feature under “Geographies,” view your lead list broken down by state with counts and percentages. This shows you exactly where your target surgeons are concentrated so you can prioritize which states need sales reps first.

6. Organizations + Sites of Care Analysis

Switch to the “Organizations” tab in Analyze to see which hospitals, ASCs, and clinics have the highest procedure volumes from your target list. This identifies the key facilities where you should focus institutional selling efforts.

7. Defining Precise Territories

Go to “Territories” and switch to “ZIP code level” to see your target surgeons plotted on a map. Use the drawing tools to create custom territory boundaries around clusters of high-value targets, defining exactly where each rep should focus.

8. Drawing Multi-Shape Territories

Use the polygon drawing tool to create irregular territory shapes that follow natural market boundaries. You can draw around metro areas, exclude competitor strongholds, or create territories that account for travel logistics and geographic barriers.

9. Saving and Naming Territories

After drawing your territory boundary, click “Save selection as new territory” and give it a descriptive name like “Fort Worth TX - First Name Last Name.” You can immediately see the total number of healthcare providers in that territory for planning purposes.

10. State Level Territory View

You can switch to “State level” view to see high level volumes from state to state. This can also be useful for picking markets where you might have just one or two reps.

11. Top Target Identification Per Territory

There’s two easy ways to do this:

• In the “Search” feature, Load a Lead List, go to Practice Location, and enter the Territory Name you’re wanting to view.
• In the Analyze feature Geography view, click a specific state.

This will show you the highest procedure volume surgeons in that territory or state so your reps know who the most valuable targets in their territory are.

12. Viewing Sites of Care for Top Physician Targets, per CPT code

Click on a high-volume surgeon from your territory analysis, then go to “Procedures” and filter by your specific CPT code. Click the drop down to see exactly where this surgeon performs your target procedures and their volume at each location, so your rep knows which facilities drive the most opportunity.

13. Viewing Affiliate Sites of Care per Physician

Under “Affiliated Sites of Care,” you can see the percentage breakdown of where each surgeon performs procedures. This reveals secondary practice locations where your rep might have easier access - like ASCs where they can get lunch meetings or trials done more easily than at the main hospital, then leverage that relationship to gain access to their high-volume primary facility.

Ready to Transform Your Sales Strategy?

With Alpha Sophia’s intuitive, data-driven tools, you can go beyond static lists and outdated territory maps to build highly targeted, conversion-ready sales territories. From granular CPT code filtering to custom-drawn geographic boundaries and detailed facility insights, you’ll empower your reps with everything they need to prioritize the best opportunities and close more deals. Start optimizing your sales coverage today and see the difference that precision targeting can make for your growth.