Article · 16 min read

What Is a Sales Territory Plan? A 9-Step Framework for RevOps and Sales Leaders

Adithya Krishnaswamy · Everstage Free Intermediate

A nine step territory design framework that ends where it should, with tying territories to quota and compensation. The step most teams skip is exactly the one that causes the arguments.

  • 58 percent of B2B companies rate their own territory design as ineffective.
  • Four design models: geographic, vertical, account-based, and hybrid, chosen after segmenting accounts into tiers A, B, and C.
  • Balance territories on account count, revenue potential, and deal complexity together, not on headcount or geography alone.
  • Average quota attainment sits around 47 to 50 percent, which is the number territory design is meant to move.
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The question it answers

  1. How do I set territories and quotas that the team does not immediately game?

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