Sales Territory Planning Template
Sales & Revenue Operations
Quick Answer
Enter your market segments, team size, and quota targets. Paste into Claude or ChatGPT. Get a territory design with balanced quota potential, coverage analysis, and assignment framework.
What You Get
A sales territory plan covering market potential sizing by segment, balanced quota allocation across territories, rep capacity and coverage analysis, territory assignment framework, and a model showing revenue potential by territory at different attainment rates.
Who Is This For
Sales operations managers designing territory plans, VP Sales building out the sales team structure, and CFOs modeling sales capacity and coverage requirements.
About This Template
Territory planning determines how a sales organization allocates its capacity across market segments, geographies, or account sizes. Poor territory design leaves some reps overwhelmed while others lack enough accounts to hit quota — creating turnover, missed targets, and inequity. This template guides sales operations and RevOps teams through entering their market data and team structure, then uses AI to produce a territory design with balanced quota potential, coverage recommendations, and a territory assignment framework.
Fill In Your Details
Your company name
e.g. $12M ARR for the full year
e.g. 8 AEs plus 2 ramping reps
e.g. Enterprise (500+ employees): 2,400 accounts, Mid-market (50-500): 18,000 accounts, SMB (under 50): 120,000 accounts
e.g. Enterprise $85,000 ACV, Mid-market $22,000 ACV, SMB $4,500 ACV
e.g. Enterprise 18%, Mid-market 28%, SMB 35%
e.g. US only broken by region, or global with EMEA and APAC, or vertical-based not geographic
Gather these details then use them to fill in the prompt below.
AI Prompts
Generate sales territory plan
Paste this prompt into Claude or ChatGPT with your market and team data filled in.
You are a sales operations leader designing a territory plan for a B2B sales team. Using the data below, produce a comprehensive territory plan. Company: [company_name] Total team quota: [total_quota] Rep count: [rep_count] Market segments: [market_segments] Average deal by segment: [avg_deal_by_segment] Win rates: [current_win_rate] Geography model: [geography] Produce: 1. Market Potential by Segment — TAM calculation for each segment based on account count, deal size, and win rate 2. Quota per Rep — recommended individual quota based on total team target and rep count 3. Territory Design — recommended territory structure with segment or geographic assignment 4. Account Coverage Analysis — how many accounts can each rep realistically cover at the required contact frequency 5. Quota Attainability Assessment — is the quota achievable given the territory potential 6. Ramp Rep Consideration — how to handle the 2 ramping reps in territory and quota design 7. Territory Revenue Model — expected revenue by territory at 75%, 100%, and 120% attainment Flag any territory where the quota exceeds 30% of realistic territory potential as unachievable.
Sample Output
This is an example of what AI produces when you use this template.
Market Potential by Segment
Enterprise (2,400 accounts at 18% win rate, $85,000 ACV): total segment potential equals 2,400 multiplied by 18% multiplied by $85,000 equals $36.7M annual revenue potential. Mid-market (18,000 accounts at 28% win rate, $22,000 ACV): $110.9M potential. SMB (120,000 accounts at 35% win rate, $4,500 ACV): $189M potential. Total addressable revenue: $336.6M. Current team quota of $12M represents 3.6% of total addressable revenue — highly achievable at current team size if territories are well-designed.
Territory Design Recommendation
Recommended structure: 2 Enterprise AEs with named account lists of 150-200 accounts each. Individual quota: $2.4M per Enterprise AE (28% of team quota across 2 reps). 4 Mid-market AEs with geographic territories of 1,200-1,500 accounts each. Individual quota: $1.5M per Mid-market AE. 2 SMB AEs with unlimited territory (SMB is too large to carve geographically at this team size — use industry verticals instead). Individual quota: $900K per SMB AE. 2 Ramping AEs: assign to Mid-market territories with 50% quota for months 1-3, 75% for months 4-6, full quota from month 7. This protects the Enterprise territories from rep churn risk during ramp.