territory-planner

name	territory-planner
description	Analyzes and optimizes territory assignment for maximum productivity and coverage. Calculates workload balance across reps, identifies over/under-utilized territories, proposes segmentation strategy, and aligns quotas with capacity and historical benchmarks.
allowed-tools	Read, Write, WebFetch
effort	high

When to activate

Quarterly territory reviews or when onboarding new reps. Use when hiring triggers territory expansion or when rep workload is significantly unbalanced. Provides balanced territory plan and quota recommendations.

When NOT to use

Not for individual rep performance assessment — use ramp-tracker. Not for annual compensation planning. Not for account strategy — focus is territory and workload optimization.

Territory Planning Checklist

Execute these eight steps in sequence.

1. Current Territory Inventory — List all assigned territories, reps, account count, pipeline value, quota, current productivity
2. Workload Analysis — Calculate FTE-equivalent capacity per rep; compare to assigned account load
3. Productivity Benchmarking — Calculate deals closed/rep, ACV/rep, pipeline value/rep; identify high/low performers
4. Account Segmentation — Segment accounts by: revenue potential (high/medium/low), engagement level, and growth trajectory
5. Coverage Gaps — Identify unassigned accounts or territories; calculate lost revenue from gaps
6. New Rep Ramp Plan — Design territory for new hire: account mix, quota progression, coaching focus
7. Balancing Recommendations — Propose territory realignment to equalize workload and opportunity distribution
8. Quota Alignment — Set quotas based on territory opportunity, rep experience level, and ramp stage

Territory Plan Template

Save as territories/territory-plan-[date].md

# Territory Plan — [Date]

**Plan Created:** [timestamp]
**Planning Horizon:** [Next quarter / Year]
**Total Accounts:** [X]
**Total Territory Value:** $[X]M
**Rep Count:** [X]
**Plan Status:** [Draft / VP Approved / Implemented]

---

## Executive Summary

**Current State:**
- [X] territories assigned
- [X] reps active
- [X] accounts unassigned
- Total territory value: $[X]M
- Average workload/rep: [X] accounts, $[X]M pipeline

**Key Finding:**
[Workload balance score: Balanced / Imbalanced. E.g., "Highest loaded rep has 2.5x accounts of lowest loaded rep" or "Territory gaps represent $[X]M lost revenue"]

**Recommendation:**
[Summary of rebalancing proposal or new rep onboarding plan]

---

## Current Workload Distribution

| Rep | Assigned Accounts | Pipeline Value | Current Quota | Productivity (deals/year) | Workload Index |
|---|---|---|---|---|---|
| [Name] | [X] | $[X]M | $[X]M | [X] deals | [1.2x / 0.8x / etc baseline] |
| [Name] | [X] | $[X]M | $[X]M | [X] deals | — |
| [Name] | [X] | $[X]M | $[X]M | [X] deals | — |
| **Unassigned** | [X] | $[X]M | — | — | — |
| **TOTAL** | [X] | $[X]M | $[X]M | [X] deals | — |

**Workload Balance Score:** [High: all within ±15% / Medium: ±15–30% / Low: >±30%]

---

## Account Segmentation Model

**Segment all accounts by two dimensions: Revenue Potential + Growth Stage**

### Revenue Potential Tiers

- **High:** Current ARR >$50K or estimated potential >$100K
- **Medium:** Current ARR $10K–$50K or estimated potential $50K–$100K
- **Low:** Current ARR <$10K or estimated potential <$50K

### Growth Stage Categories

- **Growth:** Recent funding, hiring surge, product launch, or market expansion signal
  Mature company, stable headcount, organic growth
  Lost recent customer, headcount reduction, or market exit signal



| High Potential + Growth | High Potential + Stable | Medium Potential + Growth | Medium Potential + Stable | Low Potential |
|---|---|---|---|---|
| [X] accounts | [X] accounts | [X] accounts | [X] accounts | [X] accounts |
| Priority: 1 | Priority: 2 | Priority: 3 | Priority: 4 | Priority: 5 |
| Example: Acme | Example: XYZ Inc | Example: Growth Co | Example: Stable Inc | Example: Small Biz |

---





| Metric | Value | Benchmark |
|---|---|---|
|  | [X] | Avg: [X] |
|  | $[X]M | Avg: $[X]M |
|  | $[X]M | Avg: $[X]M |
|  | [X] deals, $[X]M closed | Avg: [X] deals |
|  | [X]% | Target: 100% |
|  | [X] High, [X] Medium, [X] Low | Ideal: Balanced |
|  | [X]% (assigned/available) | Target: 95%+ |

 [Healthy / Needs Rebalance / Understaffed]


 [Strength: e.g., "Strong in Enterprise segment"]
 [Gap: e.g., "Underlevered in Mid-Market growth accounts"]

---





| Account | Revenue Potential | Growth Signal | Current Status | Recommended Assignment |
|---|---|---|---|---|
| [Account] | [High/Med/Low] | [Yes/No] | [Unassigned / Part-time] | [Rep name or new hire] |
| [Account] | [High/Med/Low] | [Yes/No] | [Unassigned / Part-time] | [Rep name or new hire] |

 $[X]M in unassigned high-potential accounts

 
 Assign [X] accounts to [rep name]
 Hire [new rep] to cover [X] accounts / $[X]M pipeline

---



 [Name]  
 [Date]  
 Full quota by Month [X]



| Attribute | Target | Rationale |
|---|---|---|
|  | [X] accounts | Easier to manage; focus on ramping |
|  | $[X]M | Realistic for [X]-month ramp |
|  | [X] High, [X] Medium, [X] Low | Mix of opportunity sizes for learning |
|  | [Region] | Existing company presence; easier logistics |
|  | [X]% existing customers | Lower prospecting load during ramp |


 Month 1–2: Build prospecting pipeline; target [X] new accounts identified
 Month 3–4: Early stage deals (Prospect/Qualification); target $[X]M pipeline
 Month 5–6: Deals advancing to close; target [X] deals closing, [X]% quota
 Month 7–12: Full territory coverage; target 100% quota


 Weekly 1:1 with sales manager
 Monthly territory review (embedded in larger sales ops review)
 Peer mentor: [Experienced rep name] — co-calls for first [X] weeks

---





 [Imbalanced / Balanced]


 [Rep name] has [X] accounts (Highest)
 [Rep name] has [X] accounts (Lowest)
 Ratio: [X]:1 (should be ≤1.3:1 for balance)


 Top [X] reps own [X]% of total pipeline value
 Lowest [X] reps own [X]% of total pipeline value
 Recommendation: Rebalance toward [Y]% / [Z]% split





| From Rep | To Rep | Accounts | Pipeline Value | Impact |
|---|---|---|---|---|
| [Name] | [Name] | [X] accounts | $[X]M | [Reduces workload for Name from X to Y; increases for Name] |
| [Name] | [Name] | [X] accounts | $[X]M | — |


 Reassignment date: [Date]
 Handoff period: [X] weeks (both reps co-managing accounts)
 Customer communication: [Approach: warm intro, account continuity briefing]



 Hire [X] new rep(s)
 Reduce workload for [X] rep(s)
 Expand coverage into [region/segment]

---





| Factor | Formula | Output |
|---|---|---|
| Territory Opportunity | Sum of account potential | $[X]M |
| Rep Experience Multiplier | [New = 0.6x, Intermediate = 0.8x, Senior = 1.0x] | [X]x |
| Ramp Adjustment | [Month 1–3 = 0.3x, Month 4–6 = 0.65x, Month 7–12 = 1.0x] | [X]x |
|  | [Opportunity × Experience × Ramp] |  |



| Rep | Experience Level | Territory Opportunity | Recommended Quota | Variance from Current | Status |
|---|---|---|---|---|---|
| [Name] | [Senior / Intermediate / New] | $[X]M | $[X]M | [+/-X% vs. current] | [Increase / Maintain / Reduce] |
| [Name] | [Senior / Intermediate / New] | $[X]M | $[X]M | [+/-X% vs. current] | — |


 VP Sales approval required before implementing quota changes
 Quota changes tied to territory rebalancing (if applicable)
 Effective date: [Date]

---



Track quarterly:

  Ratio between highest and lowest loaded rep (target: <1.3:1)
  % of total addressable accounts with assigned owner (target: >95%)
  % of reps at/above quota by segment (target: >85%)
  YoY pipeline value per territory (target: +10%)
  Turnover rate in roles (target: <15% annually)

---



  Gain VP Sales approval on plan
  Communicate changes to affected reps and customers
  Execute account reassignments; monitor transition
  Weekly check-ins with impacted reps; resolve issues
  Post-implementation review; adjust if needed

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