Sales Territory Planning Template
A five-tab spreadsheet template — master account list, rep assignment, quota-split formula, balance check, and dispute log — for splitting accounts, whitespace, and quota fairly across an outbound team.
What's inside
- Tab 1: Master Account List (14-column account fields)
- Tab 2: Rep Territory Assignment with quota coverage ratio formula
- Tab 3: Quota-split formula across the team, with tenure adjustment
- Tab 4: Balance-check metrics and target variance thresholds
- Tab 5: Disputed/overlapping account log
- Quarterly rebalancing process
How to use this template
Copy the table structures below into a spreadsheet (one tab per section). Fill in every account once, score it using the Account Segmentation Framework, then use the quota-split and balance-check formulas to divide territories fairly across the team.
Tab 1: Master Account List
| Account Name | Industry | Employee Count | Region | Current Owner | Tier (A/B/C) | Firmographic Score | Intent Score | Whitespace Score | Strategic Value Score | Weighted Score | Existing ARR | Whitespace $ Potential | Notes |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| (one row per account) |
Tab 2: Rep Territory Assignment
| Rep Name | Region/Vertical Assigned | # Tier A Accounts | # Tier B Accounts | # Tier C Accounts | Total Existing ARR in Territory | Total Whitespace $ | Quota | Quota Coverage Ratio |
|---|
Quota coverage ratio formula: Coverage ratio = (Existing ARR + Whitespace $) ÷ Quota A healthy territory generally sits between 3x–5x quota coverage — enough pipeline potential to hit target even with realistic win rates, without so much that accounts get ignored.
Tab 3: Quota-Split Formula Across the Team
- Sum total company-wide quota for the period:
Total Quota - Sum total addressable territory value (existing ARR + whitespace) across all accounts:
Total Territory Value - For each rep's assigned territory:
Rep Quota = Total Quota × (Rep's Territory Value ÷ Total Territory Value) - Adjust ±15% for rep tenure/ramp status (new reps under 6 months get quota relief per your ramp policy — see the SDR 90-Day Ramp Checklist for the ramp curve to apply).
Tab 4: Balance Check
| Metric | Formula | Target |
|---|---|---|
| Account count variance across reps | Max accounts − Min accounts | Within 15% of team average |
| Tier A account variance | Max Tier A − Min Tier A per rep | No rep with 0 Tier A accounts; no rep with >2x team average |
| Territory value variance | (Rep's territory value − Team average) ÷ Team average | Within ±20% |
| Whitespace $ variance | Same calculation on whitespace $ only | Within ±20% |
If any variance exceeds these thresholds, manually reassign accounts at the edges of the tier boundaries (a borderline B/C account moving between two reps is usually enough to rebalance without a full re-draw).
Tab 5: Disputed / Overlapping Account Log
| Account Name | Rep A Claim | Rep B Claim | Resolution | Resolved By | Date |
|---|
Resolve disputes using a documented rule set (first-touch date, existing relationship, or manager decision) — write the rule down once and apply it consistently, rather than re-litigating each case.
Quarterly Rebalancing Process
- Re-score every account (Tab 1) using current data.
- Re-run the balance check (Tab 4).
- Move only accounts that cross a tier boundary or where a rep is departing/joining — don't re-draw the whole map every quarter, it destroys relationship continuity on accounts that are working.
- Log every account that changes owner in Tab 5's format for an audit trail.
How to use it
Rebuild the five tabs in a spreadsheet, populate Tab 1 from your CRM export, run the Tab 3 quota-split formula per rep, and check Tab 4's variance thresholds before finalizing — rebalance quarterly using the process at the end.