Sales Quota and Territory Planning
Quota and territory assignments that get reps selling sooner
Set the quota load above plan, split it down through territories, teams and reps, and check the total against the approved number before anything is final. Work in the same model as sales leadership, and commit to the same set of numbers.
Quota load
Decide how much quota to assign
Set the coverage from attainment by segment, instead of one uplift across the team.
- Build the load as a formula on the approved revenue number and expected attainment by segment and rep type
- Change the attainment assumption and watch the assigned total move with it
- Keep every change logged and reversible, so the version you agreed is the version on record
Territory design
Build territories and split the quota
Start from the account fields you already have, instead of building the territory structure from scratch.
- Build territories from the account, segment, industry and location fields synced from Salesforce
- Split the assigned total through territories, teams and reps on the same formula chain as the rest of the plan
- Adjust each rep's share for tenure, ramp status and prior attainment
- Send proposed assignments to sales and regional leaders, each in a view scoped to their own segment
Reconciliation
Check the total against the plan
Add the assigned quota back up, and resolve the gap before anyone commits to a number.
- Compare assigned quota against the approved number at every level of the hierarchy
- Open any territory's quota to the accounts and assumptions behind it
- Change the load, the allocation or the capacity assumption, and see the comparison update
- Keep each round as its own version, so what moved between rounds stays visible
Next: Pricing →
Model your next quota and territory plan in Clive.
Start free, build the load, the territory split and the reconciliation, and see whether it fits before you commit.