Territory Design Framework

TERRITORY DESIGN PRINCIPLES

Territory Design Criteria

TERRITORY DESIGN PRINCIPLES

EQUITY:
☐ Similar revenue potential
☐ Similar account count
☐ Similar workload
☐ Fair opportunity distribution

COVERAGE:
☐ All target accounts assigned
☐ Geographic efficiency
☐ Industry alignment
☐ Named account strategy

MANAGEABILITY:
☐ Reasonable account load
☐ Travel minimized
☐ Clear ownership
☐ Growth capacity

Territory Model Options

Model	Best For	Pros	Cons
Geographic	Field sales	Travel efficiency	Uneven potential
Named accounts	Enterprise	Focus	Complex allocation
Industry	Specialists	Expertise	Coverage gaps
Hybrid	Most teams	Balanced	Complexity

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ACCOUNT DISTRIBUTION

Account Scoring for Territory

ACCOUNT TERRITORY SCORING

POTENTIAL SCORE:
Revenue potential: 1-5
Existing spend: 1-5
Growth likelihood: 1-5
POTENTIAL TOTAL: ___/15

EFFORT SCORE:
Account complexity: 1-5
Travel required: 1-5
Competition intensity: 1-5
EFFORT TOTAL: ___/15

PRIORITY = Potential / Effort
High priority: >1.5
Medium priority: 1.0-1.5
Low priority: <1.0

Territory Balance Analysis

Territory	Accounts	ARR	Potential	Rep
West		$	$
East		$	$
Central		$	$
Average		$	$	-
Variance		%	%	-

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CAPACITY MODELING

Rep Capacity Calculator

REP CAPACITY MODEL

TOTAL WORKING HOURS:
Hours per week: 40
Weeks per year: 48
Total hours: 1,920

TIME ALLOCATION:
Selling time: 40% = 768 hours
Admin/internal: 30% = 576 hours
Travel: 15% = 288 hours
Training/meetings: 15% = 288 hours

CAPACITY PER ACCOUNT:
Hours per account per year: _____
Accounts per rep: 1,920 × 40% ÷ hrs/acct

EXAMPLE:
If 20 hrs/account/year:
Max accounts = 768 ÷ 20 = 38 accounts

Territory Workload Balance

Territory	Accounts	Hrs Required	% of Capacity
A			%
B			%
Target			85-100%

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IMPLEMENTATION PROCESS

Territory Rollout Checklist

TERRITORY ROLLOUT

PRE-LAUNCH (4 weeks out):
☐ Finalize territory design
☐ Review with sales leadership
☐ Identify transition accounts
☐ Plan communication

COMMUNICATION (2 weeks out):
☐ Leadership alignment
☐ Rep 1:1 meetings
☐ Team announcement
☐ FAQ documentation

SYSTEM UPDATES (1 week out):
☐ Update account ownership
☐ Update opportunity ownership
☐ Update reporting
☐ Test all changes

GO-LIVE:
☐ Confirm all assignments
☐ Resolve exceptions
☐ Monitor for issues
☐ Support transition

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