Template

Territory Planning Template

A territory planning framework covering account segmentation, rep capacity modeling, territory balancing, and ongoing optimization. Built for annual and mid-year territory redesigns.

Template Updated February 2026 Free

Get the Template

Download the CSV file. Open in Google Sheets, Excel, or any spreadsheet tool. Customize the fields for your team.

⬇ Download Planning Template
CSV format — works with Google Sheets, Excel, Numbers

Planning Process

  1. Account segmentation — Score accounts on potential (revenue opportunity, company size, growth rate) and fit (ICP match, technology overlap, geographic proximity). Segment into tiers: A (must-win), B (growth), C (maintain), D (deprioritize).
  2. Capacity modeling — How many accounts can each rep effectively work? Enterprise reps: 20-50. Mid-market: 50-150. SMB: 150-500. Adjust based on deal complexity and sales cycle length.
  3. Territory assignment — Balance territories by opportunity (not just account count). Each territory should have similar potential revenue, similar number of Tier A accounts, and reasonable geographic or industry coherence.
  4. Balancing checks — Compare territory potential across reps. No territory should be more than 20% above or below the median. If it is, rebalance before launch.
  5. Transition planning — Map account handoffs. Notify customers of rep changes. Set a 30-day grace period for deals in motion.

Checklist

Score all accounts on potential and fit (tier A/B/C/D)
Calculate rep capacity by segment
Draft territory assignments (balanced by opportunity)
Run balancing check (no territory >20% above/below median)
Map account handoffs for territory changes
Define rules of engagement for multi-territory accounts
Build named account lists per rep in CRM
Update routing rules in lead management system
Communicate changes to sales team (30-day notice minimum)
Set 90-day review checkpoint

Get the Template

Download the CSV file. Open in Google Sheets, Excel, or any spreadsheet tool. Customize the fields for your team.

⬇ Download Planning Template
CSV format — works with Google Sheets, Excel, Numbers

Frequently Asked Questions

How often should territories be redesigned?

Annually at minimum, with a mid-year check. Some companies redesign quarterly but that creates too much churn. The best approach: annual full redesign with mid-year adjustments for headcount changes or market shifts.

Should territories be geographic or industry-based?

Depends on your motion. Geographic works when in-person meetings matter (enterprise, healthcare, government). Industry-based works for specialized products where domain expertise drives close rates. Named accounts work for ABM strategies. Most companies use a hybrid.

What data do I need for territory planning?

Account firmographics (size, industry, location), historical revenue by account, pipeline data, rep performance history, and TAM estimates by segment. The more historical data you have, the better the territory balancing.

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