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Territory planning. Math before maps.
Check whether your territories actually contain enough revenue to hit quota — before reps find out the hard way.
Inputs
Results
TAM coverage
6%
1,200 accounts assigned
Opps per rep
45
~30% account engagement
Expected revenue
$135,000
per rep, per year
Quota coverage
23%
vs quota target
Benchmark
Undersized
Territories don't contain enough revenue potential to hit quota. Add accounts, lower quota, or merge patches.
How it works.
Quota coverage <100% means territories are mathematically too small. Either reduce quota, add accounts, or upgrade ICP fit so engagement rates beat 30%.
FAQ.
What is sales territory planning?+
Splitting the addressable market into rep-sized patches by geography, segment, vertical or named accounts so coverage is balanced and quotas are achievable.
How many accounts should each rep own?+
SMB: 200–500 accounts. Mid-market: 50–150. Enterprise: 25–50 named. Beyond those ranges, rep attention dilutes and pipeline quality drops.
What's a healthy quota-to-TAM ratio?+
Annual quota should sit at 5–10% of the rep's territory TAM. Above 10% the math doesn't work; below 5% the rep is under-tasked and revenue is left on the table.
How often should I redraw territories?+
Annually at minimum, aligned with planning cycle. Mid-year only for structural changes (segment shift, headcount jump, product launch). Frequent redraws kill rep trust.
Geo, vertical or named-account territories?+
Geo for SMB volume plays. Vertical for ICPs with strong industry depth. Named accounts for enterprise where account-based selling drives the motion.