Services

Territory Planning & Optimization

Data-driven territory design that puts the right accounts in front of the right reps — because territory imbalance is the silent killer of sales productivity.

The Problem

Your top rep is sitting on 400 accounts and can’t get to half of them. Your newest hire has 50 accounts with no expansion potential. One region is overstaffed while another is generating 3x the pipeline per rep. Territories were drawn on a whiteboard two years ago and haven’t been updated since.

The result: uneven workloads, missed coverage, rep frustration, and revenue left on the table. Territory planning isn’t about drawing lines on a map — it’s about matching total addressable opportunity to sales capacity.

Companies using data-driven territory planning see 15–30% improvement in lead-to-opportunity conversion and faster speed-to-lead.

Our Approach

  1. 1

    Analyze your existing territory performance data — pipeline per rep, conversion rates, coverage gaps, account overlap, and capacity utilization.

  2. 2

    Model total addressable opportunity by segment, geography, and account attributes to understand where revenue potential actually lives.

  3. 3

    Design territory assignments that balance workload, maximize coverage, and align rep strengths with account needs.

  4. 4

    Configure routing logic — lead assignment, account matching, and escalation rules — so new opportunities reach the right rep in minutes, not days.

  5. 5

    Build the scaling framework so territories can be rebalanced efficiently as you hire new reps, enter new markets, or shift go-to-market strategy.

What You Get

Territory Design Model

Data-driven territory assignments that balance workload, opportunity, and rep capacity — with scenario modeling for different headcount and market assumptions.

Capacity & Coverage Analysis

Quantified view of where you’re over-covered, under-covered, and optimally staffed — with gap analysis for each segment and region.

Routing Logic Configuration

Lead and account assignment rules implemented in your CRM that route opportunities to the right rep based on territory, segment, and capacity.

Quota Allocation Framework

Data-backed quota distribution that ties individual targets to territory potential — so quotas are achievable and aligned with available opportunity.

Scaling Playbook

Framework for territory rebalancing as your team grows — including triggers for redesign, transition protocols, and impact modeling.

Who This Is For

  • Sales organizations with uneven pipeline distribution across reps or regions
  • Growing teams that need to add headcount without disrupting existing territories
  • Companies experiencing slow lead response times due to complex routing logic
  • Revenue leaders who suspect territory imbalance is hurting win rates or rep retention

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Explore Our Other Services

GTM Systems Audit

A comprehensive evaluation of your entire revenue technology ecosystem — identifying data quality issues, unused licenses costing you money, automation gaps, integration failures, and architectural risks across CRM, MAP, and billing systems.

Revenue Data Foundation

We build the data governance framework that makes everything else work — golden record logic, deduplication strategy, cross-system data integrity, and the semantic layer your reporting and AI tools depend on.

Quote-to-Cash Optimization

We map your entire revenue workflow from quote through payment, identifying bottlenecks and automating manual steps across CPQ, billing, contract management, and revenue recognition.

CRM & Platform Migrations

End-to-end platform implementation and migration across CRM, marketing automation, billing, and CPQ systems — including data migration, workflow rebuild, integration architecture, and user adoption.

AI & Automation Strategy

Cut through the AI hype with a practical assessment of where automation and AI agents deliver real ROI — and where they don’t. We help you build governance frameworks, evaluate tools, and implement workflows that actually work.

Fractional RevOps Leadership

Senior RevOps leadership without the full-time overhead — owning strategic planning, systems architecture, team mentoring, and the connective tissue between your sales, marketing, and CS operations.

Ready to get started?

Schedule a complimentary 30-minute assessment and we'll help you determine if territory planning & optimization is the right fit for your team.

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