Territory Planning Template

What’s Included

This territory planning template provides a complete framework for designing, balancing, and managing sales territories. It’s been refined across dozens of implementations and includes everything you need to build a data-driven territory model.

Account Universe Tab

Import your full account list and apply scoring criteria. The template includes:

• Firmographic scoring (employee count, revenue, industry fit)
• Engagement scoring (website visits, content downloads, email opens)
• Fit scoring (technology stack, buying signals)
• Automatic tier assignment (A/B/C accounts)

“The best territory plans start with rigorous account scoring. This template gives you the framework—you bring the data.”

Capacity Model Tab

Calculate how many accounts each rep can effectively cover based on:

• Expected deal velocity by segment
• Average activities per account per quarter
• Time allocation across account tiers
• Buffer for inbound and expansion opportunities

Territory Builder Tab

Assign accounts to territories using the drag-and-drop interface. Real-time metrics show you:

• Total addressable pipeline per territory
• Account count by tier
• Geographic concentration
• Workload balance score

Coverage Analysis Tab

Visual dashboards that reveal optimization opportunities:

• Territory comparison charts
• Whitespace identification
• Overlap detection
• Balance recommendations

How to Use

Step 1: Prepare Your Data

Export your account list from your CRM. The template expects columns for company name, employee count, annual revenue, industry, and any engagement metrics you track.

Step 2: Configure Scoring

Open the Settings tab and adjust the scoring weights to match your ICP. The default weights are a starting point—customize based on what predicts success for your business.

Step 3: Import Accounts

Paste your account data into the Account Universe tab. The formulas will automatically calculate scores and assign tiers.

Step 4: Model Capacity

Use the Capacity Model to determine how many accounts each rep can cover. Be realistic—overloaded territories underperform.

Step 5: Build Territories

In the Territory Builder, assign accounts to reps. Use the real-time metrics to ensure balance across territories.

Step 6: Analyze & Iterate

Review the Coverage Analysis to identify optimization opportunities. Territory planning is iterative—expect to make adjustments.

Best Practices

• Review quarterly, not annually. Markets change, reps ramp, accounts churn. Static territories become stale.
• Include both customers and prospects. Don’t forget expansion opportunities in your territory design.
• Consider geography for field teams. Travel time is real—cluster accounts when possible.
• Build in buffer. Plan for 80% capacity to leave room for surprises.

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Questions about implementation? Get in touch for a walkthrough.