# 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.

Free template for sales managers. Topic: [Prospecting & Outbound Strategy](https://www.peerlab.ai/library/topic/prospecting-outbound-strategy/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/sales-territory-planning-template/

## 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.

## 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

1. Sum total company-wide quota for the period: `Total Quota`
2. Sum total addressable territory value (existing ARR + whitespace) across all accounts: `Total Territory Value`
3. For each rep's assigned territory: `Rep Quota = Total Quota × (Rep's Territory Value ÷ Total Territory Value)`
4. 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

1. Re-score every account (Tab 1) using current data.
2. Re-run the balance check (Tab 4).
3. 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.
4. Log every account that changes owner in Tab 5's format for an audit trail.