Territory Planner
Plan optimal sales territories based on account count, revenue potential, and rep capacity. Ensure balanced workloads and achievable quotas.
Territory Inputs
All target accounts in your TAM
Sum of all account revenue potential
Max accounts a rep can effectively manage
Deal Metrics (Optional)
How to Plan Effective Sales Territories
Territory planning is the process of dividing your total addressable market into manageable segments that can be assigned to individual sales reps. Good territory design balances workload, revenue potential, and growth opportunity.
Key Factors in Territory Planning
Account Count
Number of accounts a rep can effectively manage varies by deal complexity and sales cycle.
Revenue Potential
Each territory should have enough revenue potential to support quota attainment.
Geographic Coverage
For field sales, travel time and coverage logistics matter significantly.
Industry/Vertical
Specialized knowledge requirements may dictate vertical territory assignments.
Territory Design Approaches
- Geographic: Divide by region, state, or zip code. Best for field sales.
- Named Accounts: Assign specific accounts to reps. Best for enterprise sales.
- Vertical/Industry: Assign by industry expertise. Best for specialized solutions.
- Company Size: Segment by employee count or revenue. Best for tiered sales motions.
- Hybrid: Combine multiple factors for balanced territories.
Account Capacity Guidelines
The number of accounts a rep can effectively manage depends on:
- Sales cycle length: Longer cycles mean fewer concurrent deals
- Deal complexity: Complex enterprise deals require more attention per account
- Sales motion: Inbound vs outbound affects capacity significantly
- Support resources: SDRs and sales engineers extend rep capacity
Signs of Poor Territory Design
- High variance in attainment: Some reps crushing quota while others struggle
- Burnout and turnover: Overloaded territories lead to rep departures
- Neglected accounts: Good-fit accounts not getting proper attention
- Territory conflicts: Multiple reps pursuing the same prospects
- Quota misalignment: Quotas not achievable given territory potential
Best Practices for Territory Planning
- Use data: Base decisions on actual account data, not intuition
- Balance fairly: Aim for similar revenue potential across territories
- Review regularly: Re-balance quarterly or when market changes
- Get rep input: Reps often have insights about account quality
- Document rules: Clear criteria reduce conflicts and confusion
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