# Territory Mapping & Whitespace Toolkit

> Three bundled tools: an account-list template, a weighted whitespace-scoring sheet, and a coverage-map build, for rebuilding a territory from a blank page.

Free toolkit for sales managers. Topic: [Comp, Quota, Territory & Capacity Planning](https://www.peerlab.ai/library/topic/comp-quota-territory-capacity-planning/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/territory-mapping-whitespace-toolkit/

## How to use it

Populate the Account List Template first, run every unowned/whitespace account through the Whitespace Scoring Sheet to get a Now/Next/Later tier, then plot the full list on the Coverage Map quadrant to see gaps and overlaps at a glance.

## What's inside

- Account List Template with 13 fill-in columns (status, TAM, tier, relationship depth, last touch, owner, source)
- Whitespace Scoring Sheet with 4 weighted criteria (Fit, Reachability, Signal, Existing Relationship)
- Now / Next / Later tiering thresholds from the weighted total
- Coverage Map quadrant definitions (Farm, Hunt, Land, Ignore-for-now)
- Action guidance for each of the four quadrants
- 20-minute spreadsheet build instructions for the coverage map

Three tools, built to be used together, for rebuilding a territory from a blank page: an **Account List Template** to inventory everything in scope, a **Whitespace Scoring Sheet** to rank the unworked accounts, and a **Coverage Map** to see the whole territory at a glance.

## Tool 1: Account List Template

Build one row per account with these columns:

| Column | What goes here |
|---|---|
| Account Name | Legal/DBA name |
| Industry / Vertical | For pattern-matching against your best-fit customer profile |
| Employee Count / Revenue Band | Firmographic size proxy |
| Status | Customer / Active Prospect / Whitespace (never touched) / Churned / Do-Not-Contact |
| Current ARR (if Customer) | $ |
| Estimated Account Potential (TAM) | $: realistic total spend across all product lines |
| Segment/Tier | Enterprise / Mid-Market / SMB (see the *Account Segmentation & Tiering Rubric*) |
| Primary Contact | Name, title |
| Relationship Depth | None / Single-thread / Multi-thread / Champion in place |
| Last Touch Date | Date of last meaningful contact |
| Owner | Rep name (or "Unowned") |
| Source | Inherited / Self-sourced / Marketing / Partner |
| Notes | Anything qualitative that affects prioritization |

## Tool 2: Whitespace Scoring Sheet

Score every **Whitespace** or **unowned** account on four criteria, 1–5 each:

| Criterion | 1 (Low) | 5 (High) |
|---|---|---|
| **Fit Score**: how closely this account matches your best-fit customer profile | Poor firmographic fit | Near-identical to top customers |
| **Reachability Score**: do you have a path in (contact, referral, event, warm signal)? | No known path in | Warm intro or active signal exists |
| **Signal Score**: buying-intent signals (hiring, funding, tech-stack change, expansion news) | No recent signal | Strong recent signal |
| **Existing Relationship Score**: any prior touch from your company (support ticket, event attendee, marketing lead) | Zero history | Prior active relationship |

**Weighted Total = (Fit × 2) + (Reachability × 1.5) + (Signal × 1.5) + (Relationship × 1)** → max score 30.

| Weighted Total | Tier | Action |
|---|---|---|
| 22–30 | **Now** | Work this quarter: highest ROI on time invested |
| 13–21 | **Next** | Queue for next quarter, keep monitoring signal |
| 0–12 | **Later** | Low priority: revisit at next territory refresh |

## Tool 3: Coverage Map (Quadrant Build)

Build a simple 2x2 in a spreadsheet (X-axis = Account Potential/TAM, Y-axis = Engagement Level, use Relationship Depth + Last Touch Date as a proxy). Plot every account.

| Quadrant | Definition | Action |
|---|---|---|
| **Farm** (High potential, high engagement) | Your best customers/prospects | Protect and expand: QBRs, upsell motion |
| **Hunt** (High potential, low engagement) | The whitespace that matters most | Prioritize outbound: this is your "Now" tier from Tool 2 |
| **Land** (Low potential, high engagement) | Small accounts you already know well | Efficient self-serve/light-touch motion, don't over-invest rep time |
| **Ignore-for-now** (Low potential, low engagement) | Bottom of the list | Revisit only if signal changes |

**How to build it in 20 minutes:** export the Account List, insert a scatter chart with TAM on X and (Relationship Depth score × recency weighting) on Y, color-code by Status, and eyeball the four quadrants. No specialized tooling required.