Effective territory design relies on having the right number of reps to match your addressable market. When sales territories are too large for a small team, reps may miss opportunities, fail to maintain relationships, or focus only on high-potential accounts. This results in suboptimal market penetration. Conversely, if too many reps are assigned to a single area or segment, they may cannibalize each other’s efforts or suffer from insufficient leads. Team sizing enables you to allocate territories equitably based on geography, industry, deal size, or account complexity. Well-balanced territories reduce conflict, ensure workload fairness, and help reps develop deep familiarity with their markets. This leads to improved focus, better customer rapport, and more effective selling strategies across the organization.
Brian Wallace serves as the Vice President of Strategy at Luminara Technologies, a global firm specializing in digital infrastructure and enterprise innovation. With over 12 years of experience in strategic development, business transformation, and organizational leadership, Brian has built a strong reputation for crafting growth strategies that balance vision with measurable results.
Before joining Luminara Technologies, Brian held senior positions in leading consulting and technology companies, where he managed cross-functional teams and led large-scale initiatives focusing on digital adoption, market expansion, and customer experience optimization. His deep understanding of emerging technologies and market trends enables him to align corporate objectives with new business opportunities.
In his current role, Brian oversees corporate strategy, competitive intelligence, and partnership development at Luminara. He plays a key role in shaping long-term business direction, ensuring the company maintains its position at the forefront of innovation. Under his strategic guidance, Luminara has successfully expanded into new markets and launched several high-impact collaboration programs across industries.
Brian holds an MBA in Strategic Management from Northwestern University’s Kellogg School of Management and a Bachelor’s degree in Economics. His leadership style emphasizes collaboration, data-driven decision-making, and a forward-thinking mindset. Beyond work, Brian actively supports entrepreneurship accelerators and mentors start-up founders committed to building solutions that drive digital transformation and social impact.
