Balance territories against quota.
Each bar is a territory's ramped capacity as a share of its quota. Rebalancing moves accounts until every territory sits close to 100%.
Illustration with fictional data. The gold line marks 100% of quota.
Territory & quota planning
The fictional example has 120 account executives across five regions and 22 territories, with 4,800 accounts to score. Top-down targets and bottom-up capacity are deliberately separate so leadership can see and resolve the difference.
Make the logic explicit.
- Score account potential using explicit, editable factors such as size, fit and past spend.
- Group accounts into territories and compare potential, account counts and workload.
- Use start dates and ramp curves to convert hiring plans into productive selling capacity.
- Compare assigned quotas with the company target and capacity by region and period.
What planners would work with.
Account scoring
Adjust factor weights and inspect the accounts that drive a territory’s potential.
Territory review
Evaluate proposed account moves and compare the resulting workload and potential.
Ramp & capacity
Model productive capacity over time, including new hires and role changes.
Quota allocation
Bridge the company target to regional and individual quotas with visible gaps.
Define what “correct” means.
- Reconcile assigned account counts to the source account list.
- Check for duplicate and unassigned territory ownership.
- Separate full headcount from ramp-adjusted productive capacity.
- Version quota and territory plans so changes remain traceable.
These are acceptance criteria for the proposed design, not reported results from an implemented client model.
Turn the blueprint into your plan.
A proposed deliverable set: scoring assumptions, territory mapping, capacity and quota boards, and a documented reconciliation from company target to rep-level allocation.
Working through a similar problem?
Bring your current process, source systems and target planning cycle. We can use this blueprint as a starting point for a realistic scope.
Discuss your versionTerritory and quota planning: FAQ
What is territory and quota planning?
It is the annual and mid-year process of dividing accounts into fair territories, assigning them to reps, and setting quotas that add up to the company target. Done well, it ties the target to real selling capacity rather than spreading a number top-down.
How do you balance sales territories?
Score every account on potential using a few weighted factors, group accounts into territories, then compare territories on total potential, account count and workload. Planners move accounts until no territory sits far above or below the average.
What is sales capacity planning?
Capacity planning turns the hiring plan into productive selling capacity by month, allowing for ramp time and attrition. Comparing capacity with quota shows whether the target is reachable before the year starts.
Why use Pigment instead of spreadsheets for quota planning?
Account moves, ramp assumptions and quota roll-ups change constantly during planning. A connected model keeps one version of the numbers, records who changed what, and lets sales operations and finance see the same view.