Blog · Territory, capacity and quota planning
How a sales operations team measures coverage, revenue and quota in a model where some reps hold geographic territories and others hold named accounts that sit inside those territories: the precedence rule that puts every account under exactly one owner, the carve-out list the territory rep sees, the identity that territory plus named revenue equals the region's ledger, and the two reports each kind of rep needs.
A company adds a named-account team on top of its geographic territories, and within a quarter two reps are calling the same customer and both are counting its revenue. The precedence rule and the carve-out list end that, and the identity proves it every month. This guide sets out the rule, the lists, the two reports, and the check.
An account on a named list belongs to the named rep. Every other account belongs to the territory containing its location. An account on two named lists is an exception.
Written, dated, and applied by rule from the named lists and the location file. Not by negotiation.
Account and rep identifiers only.
Σ named revenue + Σ territory revenue = region ledger revenue every account has exactly one owner on any date
An account with two owners, or none, fails it and is listed with the rule that should have applied.
Per territory: the named accounts inside it, their named owner, and their revenue. Shown to the territory rep, so the territory's revenue and coverage are read net of them and the rep does not call them.
| Owner | Kind | Accounts | Revenue | Coverage | Quota |
|---|---|---|---|---|---|
| R-04 | Territory North, net of carve-outs | 62 | $4.0m | 53% | $4.2m |
| R-11 | Territory South, net | 44 | $3.6m | 86% | $3.9m |
| N-01 | Named: 12 accounts, 7 in North, 5 in South | 12 | $6.1m | 92% | $6.4m |
| Region | 118 | $13.7m | $14.5m |
Region revenue equals the ledger. The seven named accounts in the North are on R-04's carve-out list with N-01's name beside them, and R-04's 53 percent is coverage of the sixty-two that are theirs.
| Rep kind | Report |
|---|---|
| Named | Per account: share of wallet, gap, contact recency, pipeline, plan |
| Territory | Per territory: coverage net of carve-outs, untouched list, penetration of the territory's universe, carve-out list |
No precedence rule. Both reps claim the account and the region's revenue exceeds the ledger.
Carve-outs invisible to the territory rep. They call the named accounts.
Quota set before carve-outs. The territory rep carries quota for accounts they do not own.
Rule changed undated. Last quarter's attribution moves.
Mapped once, the named lists, the territory map, the account master and the ledger produce the owner per account, the carve-out lists, both reports and the identity every month. Covirage builds this from the exports as they are. The territory planning solution describes the setup, and the crediting rules guide covers the credit side of the same rule.
A written order: an account on a named list belongs to the named rep, whatever its location; every other account belongs to the territory its location falls in. Ties, an account on two named lists, are an exception listed for sales ops. The rule is dated so that a change does not restate the past.
Their territory, the carve-out list of named accounts inside it with the named owner, and their revenue and coverage net of carve-outs. A territory rep who cannot see the carve-outs calls the named accounts, and the argument follows.
From potential, per owner, with the carve-outs removed from the territory's potential and added to the named rep's. The identity is that territory quotas plus named quotas equal the region's, and it is the check that a carve-out was not counted in both.