SEGMENTATION & TARGETING
If I could only sell to 50 accounts in year one, which 50 — and can I name them?
Stop selling to "the market." Enter each candidate segment you're weighing — defined by MSA/geography, procedure volume, site type, and buying behavior — then score it on urgency of pain, budget authority, and access. The segment with the highest total isn't automatically your beachhead, but if it isn't, you should be able to say exactly why.
Each slice is that segment's share of all the points you scored. The biggest slice is your beachhead; the others stay on the map as your second and third moves. Updates live as you score above.
The Territory Design Model can read your segments' MSAs and their share of points, and weight those metros in your hiring map.