TERRITORY PLANNING · FIELD DECISIONS
Sales territories your reps believe in
Cut regions by real workload and potential, not postcode history: balanced territories, shorter routes, and quotas nobody has to argue about.
WHY TERRITORIES GO STALE
The map your sales plan runs on is years old
Territories drawn once, defended forever. Demand moved, reps changed, and the best accounts sit in regions that cannot serve them.
Postcodes are not workload
Two territories with the same number of postcodes can differ threefold in visits required. Equal on the map, unequal in the field.
Star reps stuck in weak regions
Quota misses look like people problems. Often they are geography problems: the territory never held the potential the target assumed.
Windshield time eats selling time
When territories ignore travel, reps spend afternoons driving between accounts that should never have shared an owner.
Every rebalance is a war
Without shared evidence, redrawing the map is a negotiation between the loudest managers, and it ends where it started.
HOW TERRITORY PLANS RUN TODAY
Borders inherited from years ago
Quotas set from last year’s revenue
Rebalancing by negotiation
Travel time nobody accounts for
Rep churn after every redraw
WITH TERRITORIES ON ONE MODEL
Workload and potential quantified per area
Territories balanced on one shared model
Travel time part of the equation
Quotas tied to real potential
Changes reps can see the logic of
MEASURE · BALANCE · ASSIGN
From uneven regions to territories that add up
One planning workflow. Workload and potential measured per area, the map balanced on one model, and changes rolled out with reasoning every rep can read. Next quarter starts from the same living model.
MEASURE · REAL WORKLOAD
Measure what a territory really takes
Quantify accounts, visits and time per area
Add market potential, not just current revenue
Expose overloaded and underused regions
WORKLOAD BY TERRITORY
North
Centre
East
BALANCE · THE MAP
Redraw with a model, not a marker
Simulate splits and merges before anyone moves
Balance workload, potential and travel together
Keep account relationships where they matter
Balancing runs on Territory Planning, part of the Growth solution foodora’s sales team used to lift conversions.
SPLIT T·04 · NORTH
New workload, both halves
~100%
Routes shortened
−12%
Accounts reassigned
46
BALANCED · EFFECTIVE NEXT QUARTER
ASSIGN · AND ROLL OUT
Roll out with the reasoning attached
Assign reps with transition plans per account
Publish the logic behind every change
Rebalance quarterly from the same model
Q3 ROLLOUT
North
DONE
Centre
DONE
East
KEPT
QUOTAS UPDATED · CHURN RISK FLAGGED
WHAT MAKES A FAIR TERRITORY
Why two territories never feel equal, and how to fix that
A fair territory is not equal area or equal accounts. It is equal opportunity: the workload a rep can actually carry and the potential they can actually reach, in the time the geography allows.
The model is calibrated on your CRM: accounts, visits and revenue joined with trusted location data and real travel times. Workload, potential and drive time read from one basis, so every split and merge is defensible.
SCORE COMPOSITION
What moves territory capacity, by territory type
Urban territory
Rural territory
ACCOUNTS
Active accounts and prospects in the area
88
84
POTENTIAL
Untapped market value in the area
90
38
TRAVEL
Drive time between accounts
62
90
WORKLOAD
Visit time the accounts require
80
52
BALANCE
Load versus the rest of the team
66
72
CHURN RISK
Relationship risk when owners change
70
55
Urban: account density decides capacity
Rural: travel time decides capacity
SAMPLE WEIGHTS · CALIBRATED ON YOUR CRM
WHAT SHIFTS
What balanced territories change
REP PRODUCTIVITY
More selling hours, less windshield time
Routes shrink when geography joins the model, and the recovered hours go into accounts, not motorways.
REVENUE COVERAGE
Potential covered, not just visited
Quotas follow real market potential per territory, so growth stops hiding in regions nobody was measuring.
SALES OPS + FIELD
Rebalances without the mutiny
Every change ships with its reasoning, so reps argue with the model’s inputs instead of suspecting favouritism.
BEYOND THE CRM
A CRM report cannot draw a fair map
CRM REPORTS
Good for pipeline, blind to geography
The CRM knows every account and nothing about the map: no travel, no density, no reason one rep drowns while another coasts.
SPREADSHEET SPLITS
Good for quick fixes, unfair by next quarter
Moving postcodes between columns rebalances the numbers, not the workload, and the field feels the difference immediately.
CONSULTANT REDESIGN
Good once, stale within a year
A territory redesign is right on delivery day and drifts every week after. Without a living model, you buy the same project again.
MANAGER NEGOTIATION
Good for peace, weak for growth
Splitting the map by seniority keeps meetings short and leaves potential wherever the quietest manager sits.
CLEVERMAPS
Territories as a living model
Workload, potential and travel in one score, rebalanced when reality moves, with logic every rep can see. Territory planning is part of the Growth solution.
Territory planning is part of the Growth solution, built on trusted location data and shared decision logic.
IN THE FIELD
Proven with field sales teams
FEATURED CASE STUDY
How location insights improved sales conversions in food delivery
foodora rebuilt how its field sales team targets restaurants, focusing reps where conversion potential was highest. Sales conversions rose by up to 40%.
FOOD DELIVERY · FIELD SALES
ALSO IN B2B TARGETING
Available employee benefits at the right places, with Edenred
Read the story →
30-MINUTE WORKING SESSION
Bring your current territory map
Bring the map and your CRM numbers. In 30 minutes we will show where workload and potential are out of balance and what a fair split would look like, on your own accounts.