How accounts are divided among reps. Territories are carved on revenue potential, balanced within a tolerance, and assigned by rules that are written before anyone asks.
Boxes marked ↗ open the page for that part of the model.
How to read this
- Balancing on account count gives one rep the five best accounts in the region and another the long tail. Potential is what a quota can fairly be set against.
- The carve changes by segment because the selling changes. Enterprise needs depth on a few accounts; SMB needs speed across many.
- Overlays such as SEs, partner managers and CSMs do not own accounts, so they are mapped to territories or partners rather than given books of their own.
- Rules of engagement settle ownership arguments before they happen. Most territory disputes are about parent and child accounts, segment moves, or a rep leaving mid-deal.
- Routing reads the territory assignment. A carve that is not loaded in the CRM does not exist as far as routing is concerned.
Where it connects
Diagram source: 21-territories.drawio 21-territories.svg
